Does contingent reward reduce negotiation anchoring?

Journal of Property Investment & Finance

Volumn 17, Issue 4, 1999, Pages 374-379

  Diaz, Julian ^a   Zhao, Rong ^a   Black, Roy ^a  

^a GEORGIA STATE UNIVERSITY   (United States)

Author keywords

Case studies; Real estate; Valuation

Indexed keywords

EID: 84986077595     PISSN: 1463578X     EISSN: None     Source Type: Journal    
DOI: 10.1108/14635789910271764     Document Type: Article

References (9)

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7. Tversky, A. and Kahneman, D. (1974), “Judgement under uncertainty: heuristics and biases”, Science Vol. 185, pp. 1124-31.
8. White, S.B., Valley, K.L., Bazerman, M.H., Neale, M.A. and Peck, S.R. (1994), “Alternative models of price behavior in dyadic negotiations: market prices, reservation prices, and negotiator aspirations”, Organizational Behavior and Human Decision Processes Vol. 57, pp. 430-47.
9. Whyte, G. and Sebenius, J.K. (1997), “The effect of multiple anchors on anchoring in individual and group judgment”, Organizational Behavior and Human Decision Processes Vol. 69, pp. 75-85.