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Search Results for Author 'Wiley, Elizabeth A.':

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Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013

Institutions: Columbia Business School   

Authors:

In a typical negotiation process, one of the parties will make an opening or first offer, which is then met by the recipient of that first offer. Prior research has…

  READ MORE   PIN TO MY IDEAS Idea #153

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