Starting high and ending with nothing: The role of anchors and power in negotiations

Journal of Experimental Social Psychology

Volumn 48, Issue 1, 2012, Pages 226-231

  Schweinsberg, Martin ^a   Ku, Gillian ^a   Wang, Cynthia S ^b,c   Pillutla, Madan M ^a  

^a LONDON BUSINESS SCHOOL   (United Kingdom)

^b UNIVERSITY OF MICHIGAN   (United States)

^c NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

Author keywords

Anchor; First offer; Impasse; Negotiation

Indexed keywords

EID: 82655181907     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2011.07.005     Document Type: Article

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