Pay to walk away: Prevention buyers prefer to avoid negotiation
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DOI: 10.1016/j.joep.2012.03.002
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Cited by:
- Majer, Johann M. & Zhang, Kai & Zhang, Hong & Höhne, Benjamin P. & Trötschel, Roman, 2022. "Give and take frames in shared-resource negotiations," Journal of Economic Psychology, Elsevier, vol. 90(C).
- Hart, Einav & Bear, Julia B. & Ren, Zhiying (Bella), 2024. "But what if I lose the offer? Negotiators’ inflated perception of their likelihood of jeopardizing a deal," Organizational Behavior and Human Decision Processes, Elsevier, vol. 181(C).
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More about this item
Keywords
Negotiation; Regulatory focus; Endowment effect;All these keywords.
JEL classification:
- D74 - Microeconomics - - Analysis of Collective Decision-Making - - - Conflict; Conflict Resolution; Alliances; Revolutions
- D78 - Microeconomics - - Analysis of Collective Decision-Making - - - Positive Analysis of Policy Formulation and Implementation
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