During a negotiation, making an initial offer leads to the ________ bias.
A) self-serving
B) framing
C) attributional
D) anchoring
E) cognitive

Question

Quizplus · Accepted Answer

Making an initial offer leads to anchoring bias. This occurs when individuals rely too heavily on the first piece of information they receive, which then influences all subsequent judgments and decisions. In a negotiation, the initial offer serves as an anchor point for both parties, shaping the course of discussions and potential outcomes.

During a Negotiation, Making an Initial Offer Leads to the ________