Anchoring and First Offers in Negotiation Harvard Case Solution & Analysis

Describes as the first or the opening of proposals can be used effectively in the negotiations. Proposals to serve as the opening of an anchor, changing the perception of one of the sides in the bottom line on the other side and, consequently, the set of possible outcomes. "Hide
George Wu on 3 pages. Publication Date: April 26, 1995. Prod. #: 895070-PDF-ENG

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