NCJ Number
110837
Date Published
1987
Length
34 pages
Annotation
The results of this study of the MBA (Master of Business Administration) job market show that negotiators deviate from rationality both in the way in which they 'match' and in their dyadic negotiations.
Abstract
Negotiation literature has emphasized negotiation between two or more predetermined parties. However, many negotiations occur in market contexts in which parties must decide with whom to negotiate as well as conduct specific dyadic negotiations. Results are discussed in terms of the implications both for individuals who participate in such markets and for institutions that create mechanisms that affect the matching/negotiation process. 6 tables, 1 figure, and 16 references. (Author abstract modified)