Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations
Year of publication: |
2014
|
---|---|
Authors: | Maaravi, Yossi ; Pazy, Asya ; Ganzach, Yoav |
Published in: |
Judgment and Decision Making. - Society for Judgment and Decision Making, ISSN 1930-2975. - Vol. 9.2014, 6, p. 548-557
|
Publisher: |
Society for Judgment and Decision Making |
Subject: | first offers | anchoring | negotiation | bargaining |
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