Abstract
Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But sometimes they can't. Sometimes, despite a negotiator's best efforts, the other side moves first. In this article, I provide a framework for responding to another negotiator's first offer, suggesting that the appropriate response varies markedly depending on the quality of the offer. This makes for a more comprehensive strategy for making and managing early offers in a negotiation.
| Original language | English (US) |
|---|---|
| Journal | Business Horizons |
| DOIs | |
| State | Accepted/In press - 2017 |
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Keywords
- Anchoring
- Anchoring bias
- Counteroffer
- First-offer effect
- Negotiation strategy
ASJC Scopus subject areas
- Business and International Management
- Marketing
Cite this
Batten down the anchors : Responding to another negotiator's first offer. / Gunia, Brian C.
In: Business Horizons, 2017.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Batten down the anchors
T2 - Responding to another negotiator's first offer
AU - Gunia, Brian C.
PY - 2017
Y1 - 2017
N2 - Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But sometimes they can't. Sometimes, despite a negotiator's best efforts, the other side moves first. In this article, I provide a framework for responding to another negotiator's first offer, suggesting that the appropriate response varies markedly depending on the quality of the offer. This makes for a more comprehensive strategy for making and managing early offers in a negotiation.
AB - Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But sometimes they can't. Sometimes, despite a negotiator's best efforts, the other side moves first. In this article, I provide a framework for responding to another negotiator's first offer, suggesting that the appropriate response varies markedly depending on the quality of the offer. This makes for a more comprehensive strategy for making and managing early offers in a negotiation.
KW - Anchoring
KW - Anchoring bias
KW - Counteroffer
KW - First-offer effect
KW - Negotiation strategy
UR - http://www.scopus.com/inward/record.url?scp=85018309689&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85018309689&partnerID=8YFLogxK
U2 - 10.1016/j.bushor.2017.03.013
DO - 10.1016/j.bushor.2017.03.013
M3 - Article
AN - SCOPUS:85018309689
JO - Business Horizons
JF - Business Horizons
SN - 0007-6813
ER -