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dc.contributor.authorBuelens, Marc
dc.contributor.authorVan Poucke, Dirk
dc.date.accessioned2017-12-02T14:16:07Z
dc.date.available2017-12-02T14:16:07Z
dc.date.issued2002
dc.identifier.urihttp://hdl.handle.net/20.500.12127/785
dc.description.abstractDespite a long tradition in negotiation research, it is still not known to what extent it is possible to predict the result of a specific negotiation. Negotiation literature has remained unclear on the question of which reference point is most important. A total of 384 experienced managers participated in 192 simulated seller-buyer negotiations. More than 57% of the variance in negotiation outcome can be explained by 2 reference points, namely buyer's and seller's intended initial offer. The notion of offer zone, which is the difference between aspiration price and initial offer, is introduced. Offer zone has a significant and consistent influence on the negotiated outcome. Results from 106 participants in a replication study with a different no deal structure confirm findings.
dc.language.isoen
dc.subjectDecision Making
dc.titlePredicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer
dc.identifier.journalJournal of Economic Psychology
dc.source.volume23
dc.source.issue1
dc.source.beginpage67
dc.source.endpage76
vlerick.knowledgedomainPeople Management & Leadership
vlerick.typearticleVlerick strategic journal article
vlerick.vlerickdepartmentP&O
dc.identifier.vperid35841
dc.identifier.vperid35917
dc.identifier.vpubid830


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