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Reservation prices, resistance points, and BATNAs: Determining the parameters of acceptable negotiated outcomes

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Authors

Additional information

Sally Blount White is a negotiations instructor and doctoral candidate at the Kellogg Graduate School of Management, Northwestern University, Evanston, Ill., 60208.Margaret A. Neale is the Helen and J. L. Kellogg Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School.

The ideas for this article were inspired by early conversations with Robin Pinkley and supported by the Dispute Resolution Research Center at Northwestern University. The authors would like to thank an anonymous reviewer for his comments on an earlier draft of this article.

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White, S.B., Neale, M.A. Reservation prices, resistance points, and BATNAs: Determining the parameters of acceptable negotiated outcomes. Negot J 7, 379–388 (1991). https://doi.org/10.1007/BF01000331

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  • DOI: https://doi.org/10.1007/BF01000331

Keywords

  • Reservation Price
  • Actual Negotiation
  • Negotiation Journal
  • Negotiate Agreement
  • Game Theoretic Analysis