Concepedia

Offer Dynamics

Offer Dynamics is a theoretical construct in negotiation research within brokerage that characterizes the temporal sequence, structural variation, and strategic interplay of successive proposals and counterproposals between negotiating parties.

19

Publications

1.6K

Citations

32

Authors

26

Institutions

Publications per year

2017–2026

3

Parents

Publications

19

Gender differences in the ultimatum game

SJ Solnick · Economic Inquiry · 2001 · 395 citations

, , +15

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

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

The timing and function of offers in U.S. and Japanese negotiations.

Wendi L. Adair, Laurie R. Weingart, Jeanne M. Brett · Journal of Applied Psychology · 2007 · 112 citations

, , +17

Ethnic and Gender Differences and Similarities in Adolescent Drug Use and Refusals of Drug Offers

Dreama G. Moon, Michael L. Hecht, Kristina M. Jackson et al. · Substance Use & Misuse · 1999 · 110 citations

, , +7

1–5 of 19

Authors

32

  1. LR
    Laurie R. Weingart

    Carnegie Mellon University, United States

    3 publications · 140 citations

    3

    h-index

  2. HG
    Harry G. Johnson

    University of Chicago, United States

    2 publications · 72 citations

    2

    h-index

  3. MO
    Mustafa Oğuz Afacan

    Sabancı Üniversitesi, Türkiye

    2 publications · 27 citations

    2

    h-index

  4. AJ
    Alice J. Lee

    Harvard University, United States

    1 publications · 128 citations

    1

    h-index

  5. RI
    Roderick I. Swaab

    INSEAD, France

    1 publications · 19 citations

    1

    h-index

1–5 of 32

Institutions

26

  1. University of Vermont

    Burlington, United States

    2 h-index

    2 publications

    487 citations

  2. Carnegie Mellon University

    Pittsburgh, United States

    2 h-index

    2 publications

    129 citations

  3. Sabancı Üniversitesi

    Istanbul, Türkiye

    2 h-index

    2 publications

    27 citations

  4. Pennsylvania State University

    State College, United States

    1 h-index

    1 publications

    110 citations

  5. IESE Business School

    Barcelona, Spain

    1 h-index

    1 publications

    16 citations

  6. The University of Texas at Austin

    Austin, United States

    1 h-index

    1 publications

    12 citations

  7. University of Manchester

    Manchester, United Kingdom

    1 h-index

    1 publications

    39 citations

  8. University of Waterloo

    Waterloo, Canada

    1 h-index

    1 publications

    112 citations

1–8 of 26

Venues

  1. SSRN Electronic Journal

    Repository · 2 publications · 25 citations

    2

    h-index

  2. Journal of Experimental Social Psychology

    2 publications · 147 citations

    2

    h-index

  3. Manchester School

    2 publications · 72 citations

    2

    h-index

  4. Economic Inquiry

    2 publications · 487 citations

    2

    h-index

  5. Games and Economic Behavior

    2 publications · 26 citations

    2

    h-index

1–5