An Analytical Process Model of Two-Party Negotiations

DOI10.1287/MNSC.41.2.226MaRDI QIDQ4849338zbMATH OpenOpenAlexFDO

Authors

Publication date 9 November 1995

Published in Management Science (Search for Journal in Brave)

Full work available at URL https://doi.org/10.1287/mnsc.41.2.226

zbMATH Keywords

analytical process modelaspiration levelbuyer-seller interactionconcession pointsnegotiation processtime pressure

Mathematics Subject Classification ID

Auctions, bargaining, bidding and selling, and other market models (91B26)

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Cited in

(5)

• Development and evaluation of the interactive bidding strategies for a demander and its suppliers in supplier selection auction market
• The tempered aspirations solution for bargaining problems with a reference point
• Integrated model for supplier selection and negotiation in a make-to-order environment
• Towards assisted rationality switching in negotiations
• The effect of framing and power imbalance on negotiation behaviors and outcomes

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