To move or to wait? : everything you need to know about making the first offer

Brian C. Gunia

Year of publication:	January-February 2017
Authors:	Gunia, Brian C.
Published in:	Business horizons. - Amsterdam : Elsevier, ISSN 0007-6813, ZDB-ID 222663-7. - Vol. 60.2017, 1, p. 15-18
Subject:	Negotiation theory \| First-offer effect \| Counteroffer \| Anchoring bias \| Negotiating strategy \| Verhandlungstheorie \| Bargaining theory \| Verhandlungen \| Negotiations \| Verhandlungstechnik \| Negotiation techniques

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