Negotiation, Vol. 14, No. 6, p. 8, June 2011
2 Pages Posted: 31 May 2011
Date Written: 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.
Keywords: positional, dispute, settlement
Suggested Citation: 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