Does contingent reward reduce negotiation anchoring?
Series: Journal of Property Investment and Finance ; 17(4) 1999, 372-379(3)Subject(s): Summary: 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.| Item type | Current library | Call number | Copy number | Status | Barcode | |
|---|---|---|---|---|---|---|
| Journal article | London Journal article | ABS61228 (Browse shelf(Opens below)) | 1 | Available | 101829-1001 |
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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.