Bargaining zone distortion in negotiations: The elusive power of multiple alternatives
We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve wo...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2016
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5167 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6166/viewcontent/Schaerer__Loschelder____Swaab_OBHDP2016_multiple_alternatives.pdf |
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| Institution: | Singapore Management University |
| Language: | English |