First offers as anchors: the role of perspective-taking and negotiator focus.

  title={First offers as anchors: the role of perspective-taking and negotiator focus.},
  author={Adam D. Galinsky and Thomas Mussweiler},
  journal={Journal of personality and social psychology},
  volume={81 4},
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 implications of the opponent's 1st offer, the… Expand

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