Publications
Publications
- April 1995 (Revised June 1995)
- HBS Case Collection
Anchoring and First Offers in Negotiation
Abstract
Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes.
Keywords
Citation
Wu, George. "Anchoring and First Offers in Negotiation." Harvard Business School Background Note 895-070, April 1995. (Revised June 1995.)