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On the first-offer dilemma in bargaining and negotiations |
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| Authors: | Osório António |
| Affiliation: | 1.Department of Economics, Universit?t Rovira i Virgili and CREIP, 43204, Reus, Tarragona, Spain ; |
| Abstract: | Theory and Decision - In bargaining and negotiations, should one make the first offer or wait for the opponent to do so? Practitioners support the idea that moving first in bargaining is a mistake,... |
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