When a negotiator makes an extreme initial offer and then follows with an offer that appears more reasonable,he or she is attempting to create a ________ effect.

Question

Quizplus · Accepted Answer

The negotiator is attempting to create a psychological contrast effect by making an extreme initial offer and then following it up with a less extreme offer that seems more reasonable in comparison. This technique can often make the second offer seem more appealing and increase the likelihood of reaching agreement.

When a Negotiator Makes an Extreme Initial Offer and Then