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

Format:Print
| Pages:13

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.

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About The Author

Max H. Bazerman

Negotiation, Organizations & Markets

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