Michael Schaerer

INSEAD

Boulevard de Constance

77305 Fontainebleau Cedex

France

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Bargaining Zone Distortion in Negotiations: The Elusive Power of Multiple Alternatives

Organizational Behavior and Human Decision Processes, Vol. 137, p. 156-171, Nov. 2016
Number of pages: 54 Posted: 20 Jan 2017
Michael Schaerer, David Loschelder and Roderick I. Swaab
INSEAD, Leuphana University of Lueneburg and INSEAD
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Citation 1

Abstract:

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Negotiations, Alternatives, Multiple Alternatives, BATNA, Bargaining Zone, First Offer, Power, Anchoring, Scale Distortion