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Understanding the first-offer conundrum: How buyer offers impact sale price and impasse risk in 26 million eBay negotiations

Proceedings of the National Academy of Sciences of the United States of America, 2023
How high should the first offer be? Prior to any negotiation, decision-makers must balance the tradeoff between two opposing first-offer effects. On the one hand, more assertive first offers benefit negotiators by anchoring the negotiation in their favor.
David Loschelder, Burkhardt Funk, Martin Schweinsberg   +2 more
exaly   +2 more sources

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