Abstract
The first moments at the bargaining table critically impact final settlements. Making the first offer and doing so ambitiously can give individuals a significant bargaining advantage (see Galinsky, Ku, & Mussweiler, 2009 for a review). Abundant research indicates that this first- offer advantage—senders obtain better individual outcomes than recipients—is highly robust; the effect has been replicated across Eastern and Western cultures and among negotiators varying in power and expertise. In the present symposium, three research project strive to cast novel light on this well-established first offer effect. In the first paper, Wazlawek and Ames examine the important role of counteroffers. Second, Loschelder, Troetschel and Friese investigate the crucial role of compatible and/or integrative information conveyed by senders and establish a first-mover disadvantage. Third, Mason, Ames, Lee and Wiley illustrate the differential effectiveness of numerically precise vs. rounded first offers and how powerful words (i.e., linguistic hedges) further moderate this effect. Finally, Gillian Ku will discuss the three projects in light of their theoretical contributions to the first-offer literature and their practical implications for the first minutes at a bargaining table. Pitfalls of Moving First – When and How First Offers Backfire Presenter: David D Loschelder; Saarland U. Presenter: Roman Trotschel; Leuphana U. Presenter: Malte Friese; Saarland U. Discussant Presenter: Gillian Ku; London Business School Anchors Away – The Sources and Impact of Counteroffers Presenter: Abbie Wazlawek; Columbia Business School Presenter: Daniel Ames; Columbia U. More Than What is Said – Attributions of Knowledge and Intent Shape Negotiated Agreements Presenter: Daniel Ames; Columbia U. Presenter: Malia Mason; Columbia Business School Presenter: Alice J Lee; Columbia Business School Presenter: Elizabeth A. Wiley; Columbia Business School
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