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Anchoring and Adjustment

Negotiator biases are an important part of knowing how to present a negotiation in the most positive light. Negotiators must also be flexible in offering that which the party or parties find acceptable. A bias to be discussed will be that of ‘anchoring’ that part of a negotiation the negotiate is willing to accept. A second bias is that of framing the outcome for the party as enticing as possible. Availability of information will be the final bias discussed. In discussing these biases the goal is to become a negotiator capable of avoiding these through heightened awareness. Anchoring and Adjustment What is it about the product or presentation you are offering that is attractive to the other party that will…