Pay as much as you can afford: Counterpart's ability to pay and first offers in negotiation
Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well as its real economic power (indicated by the company's mar...
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| Principais autores: | , , |
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| Formato: | Artigo |
| Idioma: | Inglês |
| Publicado em: |
Cambridge University Press
2011-06-01
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| coleção: | Judgment and Decision Making |
| Assuntos: | |
| Acesso em linha: | http://journal.sjdm.org/11/11307/jdm11307.pdf |
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