The power of lost alternatives in negotiations

Journal

Organizational Behavior and Human Decision Processes

Subject

Organisational Behaviour

Publishing details

Organizational Behavior and Human Decision Processes 2021 January Vol 162 p 59-80

Authors / Editors

Brady G L; Inesi M E; Mussweiler T

Biographies

Inesi M; Mussweiler TM

Publication Year

2021

Keywords

Negotiation; Alternative; Anchoring; First Offer; Aspiration; Satisfaction