Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations
In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage in fu...
| Published in: | Judgment and Decision Making |
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| Main Authors: | , , |
| Format: | Article |
| Language: | English |
| Published: |
Cambridge University Press
2014-11-01
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| Subjects: | |
| Online Access: | https://www.cambridge.org/core/product/identifier/S1930297500006410/type/journal_article |