دانلود رایگان مقاله برای حرکت یا صبر کردن؟ همه چیزهایی که باید درباره ساخت اولین پیشنهاد بدانید

عنوان فارسی
برای حرکت یا صبر کردن؟ همه چیزهایی که باید درباره ساخت اولین پیشنهاد بدانید
عنوان انگلیسی
To move or to wait? Everything you need to know about making the first offer
صفحات مقاله فارسی
0
صفحات مقاله انگلیسی
4
سال انتشار
2016
نشریه
الزویر - Elsevier
فرمت مقاله انگلیسی
PDF
کد محصول
E4725
رشته های مرتبط با این مقاله
مدیریت و مهندسی فناوری اطلاعات
مجله
افق های تجارت - Business Horizons
دانشگاه
دانشگاه جان هاپکینز، امریکا
کلمات کلیدی
تئوری مذاکره، اولین اثر پیشنهاد، استراتژی مذاکره
چکیده

Abstract


Most people believe that negotiators should avoid making the first offer. Yet, decades of research have documented the first-offer effect, wherein the person who moves first achieves a better outcome than the person who moves second. This gap between lay beliefs and research evidence may stem, in part, from the fact that studies on the first-offer effect are scattered across numerous scientific articles and journals. In hopes of bridging the gap and providing useful guidance to negotiators, this installation of Negotiating Life seeks to synthesize the evidence in one place. Reviewing many of the major articles on the first-offer effect, it concludes that negotiators should generally strive to make the first offer for specific reasons, in specific situations, and in a specific fashion. # 2016 Kelley School of Business, Indiana University. Published by Elsevier Inc. All rights reserved.

نتیجه گیری

5. Conclusion


When it comes to moving first in a negotiation, common sense, common wisdom, and popular websites often misinform us. Thus, you should consider rejecting such counsel by making the first offer if you can. I hope this article provides some useful insights into why, when, and how first offers should be made. Anchors aweigh!


بدون دیدگاه