Subject category:
Case Method and Specialist Management Disciplines
Published by:
Harvard Business Publishing
Version: 22 June 1995
Length: 3 pages
Topics:
Decision making; Negotiations
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Abstract
Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side''s perception of the other side''s bottom line and hence the set of possible outcomes.
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Abstract
Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side''s perception of the other side''s bottom line and hence the set of possible outcomes.