Bargaining zone distortion in negotiations : the elusive power of multiple alternatives
Michael Schaerer, David D. Loschelder, Roderick I. Swaab
| Year of publication: |
November 2016
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| Authors: | Schaerer, Michael ; Loschelder, David D. ; Swaab, Roderick I. |
| Published in: |
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology. - Amsterdam [u.a.] : Elsevier, ISSN 0749-5978, ZDB-ID 629198-3. - Vol. 137.2016, p. 156-171
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| Subject: | Negotiations | Alternatives | Multiple alternatives | BATNA | Bargaining zone | First offer | Power | Anchoring | Scale distortion | Verhandlungen | Verhandlungstheorie | Bargaining theory | Verhandlungsmacht | Bargaining power | Tarifverhandlungen | Collective bargaining |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.obhdp.2016.09.001 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011619003