Reservation prices,resistance points,and BATNAs: Determining the parameters of acceptable negotiated outcomes |
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| Authors: | Sally Blount White Margaret A Neale |
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| Institution: | Sally Blotint White;is a negotiations instructor and doctoral candidate at the Kellogg Graduate School of Management, Northwestern University, Evanston, 111, 60208. Margaret A. Neale;is the Helen and J, L, Kellogg Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School. |
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