For those sellers who did not reach agreement, how do you feel? For those buyers who did not reach agreement, how do you feel?

Blue Buggy Negotiation Why might buyers pay more than they had intended? Overly committed to product

Why might sellers accept less than is rational? A bird in the hand Strong aversion to risk Relational considerations Friends Emotional Appeals ‘I’ll take great care of this car’

Making irrational agreements Agreement bias; feeling we’ve failed if we can’t work something out Lack of preparation or analysis Reaching agreement is different from achieving stated goals

For those buyers who did not reach agreement, how do you feel?