MNO negotiation
first offer or not
Intelligence beliefs
- Incremental theorists: I am a work in progress
- Entity theorists: I am a finished product
Incremental theorists tend to outperform entity theorists
how to offset anchor:
- counteroffer quickly and aggressively
- threaten to walk awau
- ask the other person smth
- make a joke
why do we not set aggressive goals?
- it makes us feel worse
- we assume symmetric information
know the difference between aggressive bhaviour and aggressive goals
- aggressive first offer =/= aggressive behaviour
use temptation