ICPS
2019 International Convention of Psychological Science
Successfully Initiating Negotiations
When initiating negotiations, which tactics help people to successfully claim value and achieve better outcomes? Adopting an interdisciplinary approach, we present a social and a cognitive approach to understand how different aspects of the first offer in negotiation impact negotiated agreements.
Chairs & Discussants
- Margarita LeibChair
University of Amsterdam - Ilana RitovDiscussant
The Hebrew University of Jerusalem
Presentations
- “I Was Going to Offer $10,000 but…”: The Effects of Phantom Anchors in Negotiation.Brian Gunia
- Precision in Context: In Seller’s Markets, Precise Asking Prices Are SuboptimalMargarita Leib
- The Power (and Peril) of the First Offer: A Review and Theoretical Synthesis of Five Fundamental First-Offer FeaturesDavid Loschelder
