In a negotiation, how tough is your first offer usually?
In this episode, I feature a paper by Engler & Page who showed that first offers can have a significant impact in a negotiation. However, driving it too tough might not always be a good idea.
Full citation:
Engler, Y., & Page, L. (2021). Driving a Hard Bargain is a Balancing Act: How social preferences constrain the negotiation process. Theory and Decision, 1-30.
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