Distributive Bargaining.doc

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Department
Management
Course
MGT461H5
Professor
Amanda Shantz
Semester
Fall

Description
Distributive Bargaining There are at least two reasons that an ambitious opening offer anchoring effectthe observation that people who make decisions under uncertain conditions are influenced by initial starting numbersis advantageous First it gives the negotiator room for movement and therefore allows him or her time to learn about the other partys priorities Second an ambitious opening offer acts as a metamessage and may create in the other partys mind the impression that 1
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