Maaravi, Yossi; Pazy, Asya; Ganzach, Yoav - In: Judgment and Decision Making 9 (2014) 6, pp. 548-557
In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In … Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were … anchoring tactic in a market decreased accumulated profits by increasing the rate of impasses and prolonging the negotiations …
