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- W1994059464 abstract "A negotiator's reservation price or “bottom line” depends directly on the value of the no-agreement alternative to a proposed negotiated agreement. Often, one's no-agreement alternatives are uncertain and finding them requires a costly search, as in the case of a seller who must expend effort, time, and money in finding potential buyers. The value of the search should determine the seller's bottom-line or reservation price in dealings with a prospective buyer. Optimal search and stopping theory suggest useful procedures and heuristics for evaluating one's reservation price in negotiation and for searching among alternatives." @default.
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- W1994059464 date "1985-09-01" @default.
- W1994059464 modified "2023-09-27" @default.
- W1994059464 title "Optimal Search in Negotiation Analysis" @default.
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- W1994059464 doi "https://doi.org/10.1177/0022002785029003004" @default.
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