Understanding the first-offer conundrum: How buyer offers impact sale price and impasse risk in 26 million eBay negotiations | ESMT Berlin

Journal Article

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Understanding the first-offer conundrum: How buyer offers impact sale price and impasse risk in 26 million eBay negotiations

Proceedings of the National Academy of Sciences 120 (32): e2218582120

Martin Schweinsberg, H. M. Petrowsky, B. Funk, D. D. Loschelder (2023)

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Subject(s)

Human resources management/organizational behavior

Keyword(s)

negotiation, first offer, impasses, anchoring, machine learning, big data

Volume

120

Journal Pages

e2218582120