Low power, first offers, and reservation prices: Weak negotiators are self‐anchored by...

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To Bid or Not to Bid? That is the Question! First‐Versus Second‐Mover Advantage in Negotiations

Y Maaravi, A Levy, B Heller - Negotiation Journal, 2023 - direct.mit.edu
For the past two decades, negotiation research has established a first‐mover advantage
based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first …
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