If the counterparty opens with an "outrageous" offer,the negotiator should:
A)lower his/her aspirations
B)reveal his/her reservation price
C)immediately re-anchor
D)appeal to norms of fairness

Question

Quizplus · Accepted Answer

If the counterparty opens with an "outrageous" offer, the negotiator should immediately re-anchor by providing a more reasonable counteroffer. This is because the first offer usually serves as an anchor for the negotiation and sets the tone for the rest of the discussion. By re-anchoring, the negotiator may be able to influence the counterparty's perception of what is a reasonable agreement and establish a more favorable starting point for the negotiation.

If the Counterparty Opens with an "Outrageous" Offer,the Negotiator Should