Anchoring in Simulated Competitive Market Negotiation
نویسندگان
چکیده
منابع مشابه
Anchoring in Simulated Competitive Market Negotiation
example, framing of outcomes in positive or negative The competitive market simulation (Bazerman, Magterms has been shown to affect negotiators perforliozzi, & Neale, 1985) was used to explore anchoring mance and total profit (Bazerman, Magliozzi, & Neale, effects in negotiation. Two possible anchoring effects 1985; Neale & Northcraft, 1986). Other biases, such as were examined in the present s...
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ژورنال
عنوان ژورنال: Organizational Behavior and Human Decision Processes
سال: 1996
ISSN: 0749-5978
DOI: 10.1006/obhd.1996.0062