Bargaining zone distortion in negotiations: The elusive power of multiple alternatives

Organizational Behavior and Human Decision Processes

Volumn 137, Issue , 2016, Pages 156-171

  Schaerer, Michael ^a   Loschelder, David D ^b   Swaab, Roderick I ^c  

^a INSEAD   (France)

^b LEUPHANA UNIVERSITY OF LÜNEBURG   (Germany)

^c INSEAD   (Singapore)

Author keywords

Alternatives; Anchoring; Bargaining zone; BATNA; First offer; Multiple alternatives; Negotiations; Power; Scale distortion

Indexed keywords

EID: 84989322247     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2016.09.001     Document Type: Article

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