How and why precise anchors distinctly affect anchor recipients and senders
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DOI: 10.1016/j.jesp.2016.11.001
Abstract: Abstract A negotiation commonly starts with one party sending and the counterpart receiving a first offer. This first offer anchors recipients and yields higher profits to the sender. Recent research has shown that precise anchors… read more here.
Keywords: precise anchors; anchor recipients; first offer; recipients senders ... See more keywords