Predicting the Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions

Role-playing and unaided opinions were used to forecast the outcome of three negotiations. Consistent with prior research, role-playing yielded more accurate predictions. In two studies on marketing negotiations, the predictions based on role-playing were correct for 53% of the predictions while unaided opinions were correct for only 7% (p \u3c 0.001)