The impact of concession patterns on negotiations: When and why decreasing concessions lead to a distributive disadvantage
We propose that making a series of decreasing concessions (e.g., $1,500–1,210–1,180–1,170) signals that negotiators are reaching their limit and that this results in a negotiation disadvantage for offer recipients. Although we find that most negotiators do not use this strategy naturally, seven stud...
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| Main Authors: | , , , |
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2021
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| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/6735 https://ink.library.smu.edu.sg/context/lkcsb_research/article/7734/viewcontent/Tey__Schaerer__Madan____Swaab_OBHDP2021_decreasing_concession_patterns_in_negotiations.pdf |
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| Institution: | Singapore Management University |
| Language: | English |