Coping with an Insulting Offer

Golann, Dwight

Abstract

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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

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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)