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Negotiation

Everything on this site about negotiation — each one naming the study behind it.

Your first impression of a number dictates your judgment.
The initial, often arbitrary value you are presented with exerts a pull on all subsequent estimates.…
Your chances of success rise after a blatant refusal.
The door-in-the-face technique demonstrates that you are more likely to agree to a small request after rejecting a lar…
Your initial estimate is a trap you set.
A 1974 study showed that people's final estimates for unknown quantities are heavily skewed by the first arbitrary num…