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Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations

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  • White, Sally Blount
  • Valley, Kathleen L.
  • Bazerman, Max H.
  • Neale, Margaret A.
  • Peck, Sharon R.

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  • White, Sally Blount & Valley, Kathleen L. & Bazerman, Max H. & Neale, Margaret A. & Peck, Sharon R., 1994. "Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(3), pages 430-447, March.
    • Handle: RePEc:eee:jobhdp:v:57:y:1994:i:3:p:430-447
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    Cited by:

    1. TINA M. Ashok K. Lalwani & David H. Silvera & Kent B. Monroe, 2012. "Price Promotion (In)consistency and Consumers’ Brand Evaluations: The Role of Reference Prices," Working Papers 0022, College of Business, University of Texas at San Antonio.
    2. Cardella, Eric & Seiler, Michael J., 2016. "The effect of listing price strategy on real estate negotiations: An experimental study," Journal of Economic Psychology, Elsevier, vol. 52(C), pages 71-90.
    3. de Moraes Ramos, Giselle & Daamen, Winnie & Hoogendoorn, Serge, 2013. "Modelling travellers' heterogeneous route choice behaviour as prospect maximizers," Journal of choice modelling, Elsevier, vol. 6(C), pages 17-33.
    4. Ahmet Ozkardas & Agnieszka Rusinowska, 2013. "An application of wage bargaining to price negotiation with discount factors varying in time," Université Paris1 Panthéon-Sorbonne (Post-Print and Working Papers) halshs-00881151, HAL.
    5. Copeland, Phyllis V. & Cuccia, Andrew D., 2002. "Multiple Determinants of Framing Referents in Tax Reporting and Compliance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(1), pages 499-526, May.
    6. Erel Avineri, 2006. "The Effect of Reference Point on Stochastic Network Equilibrium," Transportation Science, INFORMS, vol. 40(4), pages 409-420, November.
    7. Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.
    8. Flanagan, David J. & O'Shaughnessy, K. C., 2003. "Core-related acquisitions, multiple bidders and tender offer premiums," Journal of Business Research, Elsevier, vol. 56(8), pages 573-585, August.
    9. Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
    10. Henrik Kristensen & Tommy Gärling, 2000. "Anchor Points, Reference Points, and Counteroffers in Negotiations," Group Decision and Negotiation, Springer, vol. 9(6), pages 493-505, November.
    11. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
    12. Vairam Arunachalam & William Dilla & Marjorie Shelley & Chris Chan, 1998. "Market Alternatives, Third Party Intervention, and Third Party Informedness in Negotiation," Group Decision and Negotiation, Springer, vol. 7(2), pages 81-107, March.
    13. Tey, Kian Siong & Schaerer, Michael & Madan, Nikhil & Swaab, Roderick I., 2021. "The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 153-166.
    14. Colin F. Camerer & Gideon Nave & Alec Smith, 2019. "Dynamic Unstructured Bargaining with Private Information: Theory, Experiment, and Outcome Prediction via Machine Learning," Management Science, INFORMS, vol. 65(4), pages 1867-1890, April.
    15. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.

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