First Offers in Negotiations: Determinants and Effects

John M. Oesch
University of Toronto – Rotman School of Management

Adam D. Galinsky
Northwestern University – Kellogg School of Management
16th Annual IACM Conference Melbourne, Australia

Abstract:

In this paper we review the literature on first offers in negotiations. We explore the determinants of who will make the first offer, how extreme that first offer will be, what effect the first offer has on the value of the final outcome, and how first offers influence post-negotiation evaluations.

First Offers in Negotiations- Determinants and Effects

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