When You Are Engaged in Distributive Bargaining, Research Consistently Shows

question 61

True/False

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

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Definitions:

Lowball Technique

A persuasion and negotiation strategy where an initially favorable offer is made, only to be changed to less favorable terms after initial agreement.

Hidden Costs

Expenses that are not immediately apparent at the time of purchase but become evident later in the use or maintenance of an item.

Feigned Scarcity Technique

A marketing strategy where a company or seller creates an artificial sense of scarcity for a product or service to increase demand.

Reciprocity Norm

A social norm that involves an expectation that people will respond to each other in kind, returning benefits for benefits.