When price precision pays in negotiations

Author

Michael SCHAERER, Singapore Management UniversityFollow

Publication Type

Blog Post

Version

publishedVersion

Publication Date

1-2017

Abstract

When negotiating, is an offer of 99.95 euros better than 100 euros? Our recent study shows that there is no universally true answer to the question of price precision and that the right strategy depends on with whom you are negotiating.

Discipline

Economic Theory | Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Citation

SCHAERER, Michael. When price precision pays in negotiations. (2017).
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5241

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.

External URL

https://knowledge.insead.edu/leadership-organisations/when-price-precision-pays-in-negotiations-5143