outcomes by making sellers demand higher prices than buyers are willing to pay. These psychological influences highlight the complexity of bargaining beyond economic models.

Thompson, L., Wang, J., & Gunia, B. C. (2010). "Negotiation." Annual Review of Psychology, 61, 491-515.

Theories

Behavioral theory

The personality theory in bargaining emphasizes that the type of personalities determine the bargaining process and its outcome. A popular behavioral theory deals with a distinction between hard-liners and soft-liners.

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