Sign Up to like & get
recommendations!
1
Published in 2017 at "Journal of Experimental Social Psychology"
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