Anchoring and adjustments. People often have a tendency to anchor their judgments on irrelevant information, such as
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Anchoring and adjustments. People often have a tendency to anchor their judgments on irrelevant information, such as an initial offer. Many factors influence the initial positions people take when entering a negotiation. They are often meaningless. Effective negotiators don't let an initial anchor minimize the amount of information and the depth of thinking they use to evaluate a situation, and they don't give too much weight to their opponent's initial offer too early in the negotiation.
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