When individuals obtain information about choice alternatives in a set one attribute at a time, they rapidly identify a leading alternative. Although previous research has established that individuals then distort incoming information, it is unclear whether distortion occurs through favoring of...

In situations in which consumers and sellers negotiate on price, the seller’s goal is to complete the sale at a profitable price. We demonstrate that sellers that pair a discounted offer with a favor request can increase the probability that a consumer will accept the deal, an effect we refer...