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Eastern Academy of Management 2018 Annual Meeting

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Negotiating for the Minimum or the Maximum

Negotiation theory explains that in bargaining situations a focal negotiator should set a reservation point which is a minimum price needed to reach an agreement, or a maximum price a negotiator will can accept to reach agreement. Theory prescribes negotiators ought to set a target point or aspirant. However do negotiators strive to settle closer to the maximum or simply to exceed the minimum? This study examines whether focal negotiators’ final agreements are closer to their reservation point than their target point. The study also examines factors that may explain and correlate with negotiators’ results.

Long Island University-Post Campus
United States

David Jalajas
Long Island University-Post Campus
United States


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