Coping with an Insulting Offer

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

2 Pages Posted: 31 May 2011  

Dwight Golann

Suffolk University Law School

Date Written: 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.

Keywords: positional, dispute, settlement

Suggested Citation

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

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)

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