An Analytical Process Model of Two-Party Negotiations

DOI10.1287/mnsc.41.2.226zbMath0832.90020OpenAlexW2170962886MaRDI QIDQ4849338

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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

aspiration levelnegotiation processtime pressurebuyer-seller interactionanalytical process modelconcession points

Mathematics Subject Classification ID

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

Related Items (3)

The tempered aspirations solution for bargaining problems with a reference point ⋮ Development and evaluation of the interactive bidding strategies for a demander and its suppliers in supplier selection auction market ⋮ Integrated model for supplier selection and negotiation in a make-to-order environment

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