The impact of minimum acceptable and maximum probable outcomes on judgment of succes s in negotiation
Articles
Vaclovas Martišius
Sigutė Martinkevičiūtė
Published 1998-01-01
https://doi.org/10.15388/Psichol.1998..4453
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Keywords

negotiations
judgment of succes
maximum probable outcomes

How to Cite

Martišius V., & Martinkevičiūtė S. (1998). The impact of minimum acceptable and maximum probable outcomes on judgment of succes s in negotiation. Psichologija, 18, 18-22. https://doi.org/10.15388/Psichol.1998.4453

Abstract

The experimental data confirms viewpoint that individuals who receive the same outcome in negotiations estimate it as a relative success or failure depending on their minimum acceptable and maximum probable outcomes. The results of study also indicate that maximum probable outcome influence negotiators' feeling success more that minimum acceptable result. The interaction between minimum acceptable and maximum probable outcomes demonstrates that effects of variables on success aren't additive.

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