Concepedia

First-offer Advantage

First-Offer Advantage is an academic concept in negotiation theory referring to the strategic benefit conferred to a party by being the first to present an offer, thereby anchoring the subsequent bargaining range in their favor.

18

Publications

656

Citations

39

Authors

29

Institutions

Publications per year

2017–2026

8

Parents

Publications

18

The Remarkable Robustness of the First-Offer Effect

Brian Gunia, Roderick I. Swaab, Niro Sivanathan et al. · Personality and Social Psychology Bulletin · 2013 · 81 citations

, , +16

Environmental corporate social responsibility: A note on the first-mover advantage under price competition

Kosuke Hirose, Sang‐Ho Lee, Toshihiro Matsumura · Economics bulletin · 2017 · 71 citations

, , +15

Good Things Come to Those Who Wait

Marwan Sinaceur, William W. Maddux, Dimitri Vasiljevic et al. · Personality and Social Psychology Bulletin · 2013 · 64 citations

, , +9

“€14,875?!”: Precision Boosts the Anchoring Potency of First Offers

David D. Loschelder, Johannes Stuppi, Roman Trötschel · Social Psychological and Personality Science · 2013 · 61 citations

, , +14

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

David D. Loschelder, Roman Trötschel, Roderick I. Swaab et al. · Journal of Applied Psychology · 2016 · 53 citations

, , +16

1–5 of 18

Authors

39

  1. AD
    Adam D. Galinsky

    Columbia University, United States

    5 publications · 297 citations

    5

    h-index

  2. DD
    David D. Loschelder

    Leuphana University of Lüneburg, Germany

    4 publications · 213 citations

    4

    h-index

  3. RT
    Roman Trötschel

    Leuphana University of Lüneburg, Germany

    3 publications · 163 citations

    3

    h-index

  4. RI
    Roderick I. Swaab

    INSEAD, France

    3 publications · 183 citations

    3

    h-index

  5. YM
    Yossi Maaravi

    Reichman University, Israel

    2 publications · 35 citations

    2

    h-index

1–5 of 39

Institutions

29

  1. Leuphana University of Lüneburg

    Lüneburg, Germany

    4 h-index

    4 publications

    213 citations

  2. Saarland University

    Saarbrücken, Germany

    3 h-index

    4 publications

    216 citations

  3. INSEAD

    Fontainebleau, France

    3 h-index

    4 publications

    258 citations

  4. Columbia University

    New York, United States

    3 h-index

    5 publications

    295 citations

  5. Duke University

    Durham, United States

    2 h-index

    2 publications

    62 citations

  6. Reichman University

    Herzliya, Israel

    2 h-index

    3 publications

    53 citations

  7. Prague University of Economics and Business

    Prague, Czechia

    1 h-index

    2 publications

    22 citations

  8. Ross School

    East Hampton, United States

    1 h-index

    1 publications

    21 citations

1–8 of 29

Venues

  1. Personality and Social Psychology Bulletin

    PSPB · 2 publications · 145 citations

    2

    h-index

  2. Group Decision and Negotiation

    2 publications · 38 citations

    2

    h-index

  3. Psychological Science

    2 publications · 63 citations

    2

    h-index

  4. Economics bulletin

    EB · 1 publications · 71 citations

    1

    h-index

  5. Research Policy

    1 publications · 31 citations

    1

    h-index

1–5