Coping with an Insulting Offer
Suffolk University Law School
Negotiation, Vol. 14, No. 6, p. 8, June 2011
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
Date posted: May 31, 2011