Srivastava, Joydeep; Oza, Shweta - In: Journal of Consumer Research 33 (2006) 2, pp. 266-272
This research reports three studies that examine how cues which emerge from the bargaining environment, such as the time taken by an opponent to respond to an offer, influence perceptions of bargaining outcomes. Study 1 finds that bargainers were more satisfied with outcomes when an offer was...