Good Grief! Anxiety Sours the Economic Benefits of First Offers

@article{Rosette2014GoodGA,
  title={Good Grief! Anxiety Sours the Economic Benefits of First Offers},
  author={Ashleigh Shelby Rosette and Shirli Kopelman and Je’Anna Lea Abbott},
  journal={Group Decision and Negotiation},
  year={2014},
  volume={23},
  pages={629-647}
}
Two studies tested whether making first offers influences negotiators’ feelings of anxiety and their sense of satisfaction. The results of Study 1 show that the strategy of making the first offer led to decreased levels of satisfaction with the negotiation process and outcomes. This effect was mediated by perceived feelings of anxiety. Study 2 discerned that anxiety about making the first offer derived from self-perception concerns, represented as anxiety about being taken advantage of by the… Expand
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