Lewicki essentials of negotiation 2016 pdf

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People believe that more alternatives lead to better negotiation outcomes. But we show that multiple alternatives lead to lower first offers and worse deals. This occurs because multiple alternatives distort the perceived bargaining zone. Distortion is attenuated when negotiators use lewicki essentials of negotiation 2016 pdf evaluation standards.

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And when negotiators no longer determine their offers using their own alternatives. We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve worse outcomes in distributive negotiations. A Canadian Perspective for a Networked World 3e_Test Bank. Abnormal Psychology, 5th Canadian Edition Davison, Blankstein, Flett, Neale Test Bank. Accounting for Managers, Canadian Edition Collier, Kizan, Schumann Solutions. Accounting Principles 5E Fifth Canadian Edition by Jerry J. Kimmel, Barbara Trenholm, and Valerie Kinnear Solution Manual full.

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