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Published in 2020 at "Psychological Science"
DOI: 10.1177/0956797620944137
Abstract: Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identified a surprising consequence to…
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Keywords:
economically vulnerable;
first offer;
generous offers;
effect ... See more keywords