Concepedia

First-offer Effects

First-Offer Effects is a psychological and strategic phenomenon in negotiation theory wherein the initial offer made by one party disproportionately anchors the subsequent bargaining process, thereby systematically influencing the final agreement due to cognitive biases such as anchoring and adjustment.

19

Publications

1.5K

Citations

44

Authors

35

Institutions

Publications per year

2017–2026

5

Parents

Publications

19

Power, Propensity to Negotiate, and Moving First in Competitive Interactions

Joe C. Magee, Adam D. Galinsky, Deborah H. Gruenfeld · Personality and Social Psychology Bulletin · 2007 · 470 citations

, , +16

Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit

Alison Wood Brooks, Maurice E. Schweitzer · Organizational Behavior and Human Decision Processes · 2011 · 321 citations · Full text

, , +14

The effects of information and magnitude of initial offer on interpersonal negotiation

Robert M. Liebert, William P. Smith, Jae H. Hill et al. · Journal of Experimental Social Psychology · 1968 · 131 citations

, , +12

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

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

1–5 of 19

Authors

44

  1. AD
    Adam D. Galinsky

    Columbia University, United States

    11 publications · 900 citations

    11

    h-index

  2. RI
    Roderick I. Swaab

    INSEAD, France

    4 publications · 239 citations

    4

    h-index

  3. VH
    Victoria Husted Medvec

    Cornell University, United States

    3 publications · 65 citations

    3

    h-index

  4. DD
    David D. Loschelder

    Leuphana University of Lüneburg, Germany

    3 publications · 152 citations

    3

    h-index

  5. RT
    Roman Trötschel

    Leuphana University of Lüneburg, Germany

    2 publications · 102 citations

    2

    h-index

1–5 of 44

Institutions

35

  1. Columbia University

    New York, United States

    6 h-index

    8 publications

    456 citations

  2. INSEAD

    Fontainebleau, France

    3 h-index

    4 publications

    258 citations

  3. University of Toronto

    Toronto, Canada

    3 h-index

    4 publications

    56 citations

  4. Leuphana University of Lüneburg

    Lüneburg, Germany

    3 h-index

    3 publications

    152 citations

  5. Monash University

    Melbourne, Australia

    2 h-index

    2 publications

    30 citations

  6. University of Pennsylvania

    Philadelphia, United States

    2 h-index

    3 publications

    659 citations

  7. Institut National de Statistique et d'Economie Appliquée

    Rabat, Morocco

    2 h-index

    3 publications

    165 citations

  8. Saarland University

    Saarbrücken, Germany

    2 h-index

    3 publications

    155 citations

1–8 of 35

Venues

  1. Psychological Science

    3 publications · 119 citations

    3

    h-index

  2. 3

    h-index

  3. Personality and Social Psychology Bulletin

    PSPB · 3 publications · 615 citations

    3

    h-index

  4. Group Decision and Negotiation

    2 publications · 38 citations

    2

    h-index

  5. SSRN Electronic Journal

    Repository · 2 publications · 26 citations

    2

    h-index

1–5