- مبلغ: ۸۶,۰۰۰ تومان
- مبلغ: ۹۱,۰۰۰ تومان
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.
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!