The information-anchoring model of first offers: When moving first helps versus hurts negotiators.-Reference-Cited by-同舟云学术

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The information-anchoring model of first offers: When moving first helps versus hurts negotiators.

Published:2016 Issue:7 Volume:101 Page:995-1012
ISSN:1939-1854
Container-title:Journal of Applied Psychology
language:en
Short-container-title:Journal of Applied Psychology

Author:

Loschelder David D.,Trötschel Roman,Swaab Roderick I.,Friese Malte,Galinsky Adam D.

Funder

German Research Foundation

German Academic Exchange Service

Publisher

American Psychological Association (APA)

Subject

Applied Psychology

Link

http://psycnet.apa.org/journals/apl/101/7/995.pdf

Cited by 44 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.;Journal of Applied Psychology;2023-12-07

2. Beating the rival but losing the game: How the source of alternative offers alters behavior and outcomes in negotiation.;Journal of Applied Psychology;2023-10-19

3. Zooming out on bargaining tables: Exploring which conversation dynamics predict negotiation outcomes.;Journal of Applied Psychology;2023-10-12

4. Understanding the first-offer conundrum: How buyer offers impact sale price and impasse risk in 26 million eBay negotiations;Proceedings of the National Academy of Sciences;2023-08

5. To Bid or Not to Bid? That is the Question! First‐ Versus Second‐Mover Advantage in Negotiations;Negotiation Journal;2023-06

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