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Negotiators can succeed if they can predict when and how their adversary might deviate from a rational pattern during negotiations. Imagine you were the vendor
Negotiators can succeed if they can predict when and how their adversary might deviate from a rational pattern during negotiations. Imagine you were the vendor for a major company. The company wants a discount and is threatening to go to a competing firm. You emphasize that would be a shame since the company already invested millions with your firm. Which cognitive bias are you using
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