Unpacking batna availability: How probability can impact power in negotiation

Robin L. Pinkley,Donald E. Conlon,John E. Sawyer,Dustin J. Sleesman,Don Vandewalle,Maribeth Kuenzi

77th Annual Meeting of the Academy of Management, AOM 2017（2017）

引用 3|浏览2

暂无评分

摘要

This research introduces the notion of a Phantom BATNA – a Best Alternative to a Negotiated Agreement that may be possible, but is unattained at the time of the current negotiation – and investigat...

查看译文

AI 理解论文

溯源树

样例

生成溯源树，研究论文发展脉络

Chat Paper

正在生成论文摘要