TY  - JOUR
AB  - 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.
VL  - 15
IS  - 3
SN  - 0960-2712
DO  - 10.1108/14635789710184998
UR  - https://doi.org/10.1108/14635789710184998
AU  - Black Roy T.
PY  - 1997
Y1  - 1997/01/01
TI  - Expert property negotiators and pricing information, revisited
T2  - Journal of Property Valuation and Investment
PB  - MCB UP Ltd
SP  - 274
EP  - 281
Y2  - 2024/04/19
ER  -