Does contingent reward reduce negotiation anchoring?
Diaz, J.
Does contingent reward reduce negotiation anchoring? - Journal of Property Investment and Finance 17(4) 1999, 372-379(3) .
In a case study five houses were offered for sale and university students were given the task of negotiating the sales price. The results showed that where no asking price was given the settlement price was consistently lower than for those of incongruously high asking price.
HOUSE PRICES
Does contingent reward reduce negotiation anchoring? - Journal of Property Investment and Finance 17(4) 1999, 372-379(3) .
In a case study five houses were offered for sale and university students were given the task of negotiating the sales price. The results showed that where no asking price was given the settlement price was consistently lower than for those of incongruously high asking price.
HOUSE PRICES