To start low or to start high? the case of auctions versus negotiations

Current Directions in Psychological Science

Volumn 18, Issue 6, 2009, Pages 357-361

  Galinsky, Adam D ^a   Ku, Gillian ^b   Mussweiler, Thomas ^c  

^a NORTHWESTERN UNIVERSITY   (United States)

^b LONDON BUSINESS SCHOOL   (United Kingdom)

^c UNIVERSITY OF COLOGNE   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 74849125069     PISSN: 09637214     EISSN: 14678721     Source Type: Journal    
DOI: 10.1111/j.1467-8721.2009.01667.x     Document Type: Article

References (22)

1. Galinsky, A.D., & Mussweiler, T. (2001). (See References). Empirical research documenting that first offers serve as powerful anchors in negotiations while also demonstrating how to overcome the anchoring effect of an opponent's first offer.
2. Ku, G., Galinsky, A.D., & Murnighan, J.K. (2006). (See References). Empirical research investigating how starting prices affect final prices in auctions. Demonstrates both why and when low starting prices lead to higher final prices.
3. Mussweiler, T., & Strack, F. (2000). (See References). Empirical research providing evidence for the selective accessibility model of anchoring effects.
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