Identify Terms That Advance Negotiation
Bar Exam · Flashcards · Recall
BAR EXAM · FLASHCARDS
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QUESTION
What is interest-based negotiation?
QUESTION
What is the zone of possible agreement?
QUESTION
What is the effect of anchoring in negotiation?
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ANSWER
An initial offer influences the other party's perception of a reasonable outcome. Ambitious but credible first offers tend to shift results toward the offeror.
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