Negotiators who make the first offer have the advantage of creating a position around which subsequent negotiations are anchored.

Question

Quizplus · Accepted Answer

Negotiators who make the first offer have the advantage of creating a position around which subsequent negotiations are anchored.People tend to adjust their expectations around the initial point, so if one's initial request is high, opponents might move more quickly toward their resistance point along the bargaining zone.

Negotiators Who Make the First Offer Have the Advantage of Creating