Anchoring in Simulated Competitive Market Negotiation

@article{Ritov1996AnchoringIS,
  title={Anchoring in Simulated Competitive Market Negotiation},
  author={I. Ritov},
  journal={Organizational Behavior and Human Decision Processes},
  year={1996},
  volume={67},
  pages={16-25}
}
  • I. Ritov
  • Published 1996
  • Economics
  • Organizational Behavior and Human Decision Processes
Abstract The competitive market simulation (Bazerman, Magliozzi, & Neale, 1985) was used to explore anchoring effects in negotiation. Two possible anchoring effects were examined in the present study. One effect involved the profit schedule format; although individual profit schedules for buyers and sellers were normatively equivalent, in most previous studies the buyer's schedule was presented in decreasing order, whereas the seller's schedule was increasing. Anchoring on the first number in… Expand
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