Article | Organizational Behavior and Human Decision Processes

The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiation

by K. A. Diekmann, A. E. Tenbrunsel, P. P. Shah, H. A. Schroth and M. H. Bazerman

Keywords: Negotiation; Price;

Citation:

Diekmann, K. A., A. E. Tenbrunsel, P. P. Shah, H. A. Schroth, and M. H. Bazerman. "The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiation." Organizational Behavior and Human Decision Processes 66, no. 2 (May 1996): 179–191.