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

A. Galinsky; T. Mussweiler

DOI:10.1037/0022-3514.81.4.657

Corpus ID: 8057886

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

@article{Galinsky2001FirstOA,
  title={First offers as anchors: the role of perspective-taking and negotiator focus.},
  author={A. Galinsky and T. Mussweiler},
  journal={Journal of personality and social psychology},
  year={2001},
  volume={81 4},
  pages={
          657-69
        }
}

A. Galinsky, T. Mussweiler

Published 2001

Medicine, Psychology

Journal of personality and social psychology

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… CONTINUE READING

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