During a negotiation, making initial offer leads to the ________ bias.
A) self-serving
B) framing
C) attributional
D) anchoring
E) cognitive

Question

Quizplus · Accepted Answer

Making an initial offer leads to the anchoring bias, where the first piece of information that is presented tends to anchor the subsequent negotiation. This can influence the other party's perception of fairness and value, and can be used as a strategy to shape the negotiation in one's favor.

During a Negotiation, Making Initial Offer Leads to the ________