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Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation.
Kim PH, Fragale AR. Kim PH, et al. J Appl Psychol. 2005 Mar;90(2):373-81. doi: 10.1037/0021-9010.90.2.373. J Appl Psychol. 2005. PMID: 15769245 Clinical Trial.
The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative than one's counterpart) versus contribution (i.e., con …
The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the rela …