First offers as anchors: The role of perspective-taking and negotiator focus.
Volume: 81, Issue: 4, Pages: 657 - 669
Published: Jan 1, 2001
Abstract
Three experiments explored the role of first offers, perspective-taking, and negotiator self-focus in determining distributive outcomes in a negotiation. Across 3 experiments, whichever party, the buyer or seller, made the 1st offer obtained a better outcome. In addition, 1st offers were a strong predictor of final settlement prices. However, when the negotiator who did not make a 1st offer focused on information that was inconsistent with the...
Paper Details
Title
First offers as anchors: The role of perspective-taking and negotiator focus.
Published Date
Jan 1, 2001
Volume
81
Issue
4
Pages
657 - 669
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