Publications
Publications
  • March 1994
  • Article
  • Organizational Behavior and Human Decision Processes

Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations

By: S. B. White, K. L. McGinn, M. H. Bazerman and M. A. Neale
  • Format:Print
  • | Pages:18
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Keywords

Price; Behavior; Negotiation; Markets

Citation

White, S. B., K. L. McGinn, M. H. Bazerman, and M. A. Neale. "Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations." Organizational Behavior and Human Decision Processes 57, no. 3 (March 1994): 430–447.

About The Authors

Kathleen L. McGinn

Negotiation, Organizations & Markets
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Max H. Bazerman

Negotiation, Organizations & Markets
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