When it comes to an opening number, sometimes the best bargaining move is to offer two
Wednesday, February 18, 2015 - 11:30
in Psychology & Sociology
For decades, almost all negotiation scholars and teachers would have advised that making a range offer, such as asking for a "15 to 20%" discount rather than proposing a single number, would be a bad move—harmless at best, maybe even damaging. But new research from Columbia Business School suggests those scholars and teachers have gotten it at least partly wrong. A series of studies published this month shows that using certain range offers can have meaningful benefits.