Deep Pockets and Poor Results: The Effect of Wealth Cues on First Offers in Negotiation
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DOI: 10.1007/s10726-018-9599-1
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References listed on IDEAS
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- Wolfram E. Lipp & Remigiusz Smolinski & Peter Kesting, 2023. "Beyond the First Offer: Decoding Negotiation Openings and Their Impact on Economic and Subjective Outcomes," Group Decision and Negotiation, Springer, vol. 32(2), pages 395-433, April.
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Keywords
First offers; Anchoring; Negotiation; Ability to pay; Deep pockets;All these keywords.
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