Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers

@article{Moran2002InitialPI,
  title={Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers},
  author={S. Moran and I. Ritov},
  journal={Journal of Behavioral Decision Making},
  year={2002},
  volume={15},
  pages={101-124}
}
In negotiations, where several issues are under consideration and parties have different priorities among these issues, integrative agreements can be reached through ‘logrolling’: concessions on low priority issues in exchange for gains on higher priority issues. The present research focuses on the potential role of initial offers in the development of integrative agreements. We show first, that in a simulated competitive market the specific composition of initial offers influences the final… Expand
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