Concepedia

Negotiation Counteroffers

Negotiation Counteroffers is a strategic response mechanism within price negotiation processes wherein a party rejects an initial offer and proposes an alternative value to recalibrate the transaction terms toward mutual agreement.

5

Publications

285

Citations

16

Authors

7

Institutions

Publications per year

2017–2026

1

Parents

Publications

5

Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations

Malia F. Mason, Alice J. Lee, Elizabeth Wiley et al. · Journal of Experimental Social Psychology · 2013 · 128 citations

, , +13

Anchor Points, Reference Points, and Counteroffers in Negotiations

Henrik Kristensen, Tommy Gärling · Group Decision and Negotiation · 2000 · 82 citations

, , +13

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

Martha Jeong, Julia A. Minson, Michael Yeomans et al. · Management Science · 2019 · 58 citations

, , +17

Negotiation as a form of persuasion: Arguments in first offers.

Yossi Maaravi, Yoav Ganzach, Asya Pazy · Journal of Personality and Social Psychology · 2011 · 47 citations

, , +14

Pairwise issue modeling for negotiation counteroffer prediction using neural networks

Réal A. Carbonneau, Gregory E. Kersten, Rustam Vahidov · Decision Support Systems · 2010 · 35 citations

, , +12

1–5 of 5

Authors

16

  1. GE
    Gregory E. Kersten

    Concordia University, Canada

    1 publications · 35 citations

    1

    h-index

  2. FG
    Francesca Gino

    Harvard University, United States

    1 publications · 58 citations

    1

    h-index

  3. DR
    Daniel R. Ames

    Columbia University, United States

    1 publications · 128 citations

    1

    h-index

  4. RA
    Réal A. Carbonneau

    Concordia University, Canada

    1 publications · 35 citations

    1

    h-index

  5. MC
    Michael Cotter

    Grand Valley State University, United States

    1 publications · 17 citations

    1

    h-index

1–5 of 16

Institutions

7

  1. Concordia University

    Montreal, Canada

    1 h-index

    2 publications

    70 citations

  2. Grand Valley State University

    Allendale, United States

    1 h-index

    1 publications

    17 citations

  3. University of Tennessee at Chattanooga

    Chattanooga, United States

    1 h-index

    1 publications

    17 citations

  4. HEC Montréal

    Montreal, Canada

    1 h-index

    1 publications

    35 citations

  5. Tel Aviv University

    Tel Aviv, Israel

    1 h-index

    3 publications

    141 citations

  6. Columbia University

    New York, United States

    1 h-index

    4 publications

    512 citations

  7. Group for Research in Decision Analysis

    Montreal, Canada

    1 h-index

    1 publications

    35 citations

  8. Lund University

    Lund, Sweden

    1 publications

    82 citations

1–8 of 7

Venues

  1. Journal of Personality and Social Psychology

    1 publications · 47 citations

    1

    h-index

  2. Journal of Business-to-Business Marketing

    1 publications · 17 citations

    1

    h-index

  3. Decision Support Systems

    1 publications · 35 citations

    1

    h-index

  4. Journal of Experimental Social Psychology

    1 publications · 128 citations

    1

    h-index

  5. Management Science

    1 publications · 58 citations

    1

    h-index

1–5