Abstract

http://ssrn.com/abstract=1854665
 


 



Coping with an Insulting Offer


Dwight Golann


Suffolk University Law School

2011

Negotiation, Vol. 14, No. 6, p. 8, June 2011

Abstract:     
This short article set out some of the reasons negotiators make extreme first offers, including bargaining tactics, strong emotions, and misevaluation of cases. It then offers suggestions as to how a bargainer can respond to an opponent who makes such an offer.

Number of Pages in PDF File: 2

Keywords: positional, dispute, settlement

Accepted Paper Series


Download This Paper

Date posted: May 31, 2011  

Suggested Citation

Golann, Dwight, Coping with an Insulting Offer (2011). Negotiation, Vol. 14, No. 6, p. 8, June 2011. Available at SSRN: http://ssrn.com/abstract=1854665

Contact Information

Dwight Golann (Contact Author)
Suffolk University Law School ( email )
120 Tremont Street
Boston, MA 02108-4977
United States
617-573-8183 (Phone)
617-305-3086 (Fax)
Feedback to SSRN


Paper statistics
Abstract Views: 391
Downloads: 58
Download Rank: 218,311
Paper comments
No comments have been made on this paper

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo3 in 0.344 seconds