Expert property negotiators and pricing information, revisited

Roy T. Black (Professor in the Department of Real Estate at Georgia State University, Atlanta, Georgia, USA)

Journal of Property Valuation and Investment

ISSN: 0960-2712

Publication date: 1 August 1997

Abstract

Builds on a previous study and examines the influence of asking prices as anchors in the real property negotiating process. Previous studies have shown that the human mind uses short cuts (heuristics) in process information. Describes a study which gives further evidence that negotiators familiar with real property will, in many cases, devalue cognitively difficult pricing information and base their negotiation expectations on the seller’s asking price. Concludes that the seller’s asking price is thus a potential source of bias.

Keywords

Citation

Black, R. (1997), "Expert property negotiators and pricing information, revisited", Journal of Property Valuation and Investment, Vol. 15 No. 3, pp. 274-281. https://doi.org/10.1108/14635789710184998

Download as .RIS

Publisher

:

MCB UP Ltd

Copyright © 1997, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.