Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations

Journal of Experimental Social Psychology

Volumn 49, Issue 4, 2013, Pages 759-763

  Mason, Malia F ^a   Lee, Alice J ^a   Wiley, Elizabeth A ^a   Ames, Daniel R ^a  

^a Columbia University ^*  (United States)

Author keywords

First offer; Negotiation; Numerical cognition; Social attribution; Social perception; Strategic interaction

Indexed keywords

EID: 84877053307     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2013.02.012     Document Type: Article

References (23)

1. Baird J.C., Lewis C., Romer D. Relative frequencies of numerical responses in ratio estimation. Perception & Psychophysics 1970, 8:358-362.
2. Bazerman M.H., Neale M.A. Heuristics in negotiation: Limitations to dispute resolution effectiveness. Negotiations in organizations 1983, 51-67. Sage, Beverly Hills, CA. M.H. Bazerman, R.J. Lewicki (Eds.).
3. Channell J. Vague language 1994, Oxford University Press.
4. Chapman G.B., Johnson E.J. The limits of anchoring. Journal of Behavioral Decision Making 1994, 7:223-242.
5. Cochran W.G., Cox G.M. Experimental designs 1957.
6. Dehaene S., Mehler J. Cross-linguistic regularities in the frequency of number words. Cognition 1992, 43:1-29.
7. Epley N., Gilovich T. Putting adjustment back in the anchoring and adjustment heuristic: Differential processing of self-generated and experimenter-provided anchors. Psychological Science 2001, 12:391-396.
8. Galinsky A.D., Mussweiler T. First offers as anchors: The role of perspective-taking in negotiator focus. Journal of Personality and Social Psychology 2001, 81:657-669.
9. Grice H.P. Logic and conversation 1975, 41-58.
10. Janiszewski C., Uy D. Precision of the anchor influences the amount of adjustment. Psychological Science 2008, 19:121-127.
11. Kray L.J., Thompson L., Galinsky A. Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology 2001, 80:942-958.
12. Krifka M. Approximate interpretations of number words: A case for strategic communication. Cognitive foundations of interpretation 2007, 111-126. Royal Netherlands Academy of Arts and Sciences, Amsterdam. G. Bouma, I. Krämer, J. Zwarts (Eds.).
13. Medvec V.H., Galinsky A. Increase the final value of the deal: Presenting your counterpart with several offers leads to better outcomes for the deal-and the relationship. Harvard Business Review 2005, 8(4):4-6.
14. Northcraft G.B., Neale M.A. Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes 1987, 39:84-97.
15. Ochs Keenan E. The universality of conversational implicature. Language in Society 1976, 5:67-80.
16. Pelham B.W., Sumarta T.T., Myaskovsky L. The easy path from many to much: The numerosity heuristic. Cognitive Psychology 1994, 26(2):103-133.
17. Preacher K.J., Hayes A.F. SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior research methods instruments computers a journal of the Psychonomic Society Inc. 2004, 36:717-731.
18. Satterthwaite F.E. An approximate distribution of estimates of variance components. Biometrics Bulletin 1946, 2(6):110-114.
19. Schweinsberg M., Ku G., Wang C.S., Pillutla M.M. Starting high and ending with nothing: The role of anchors and power in negotiations. Journal of Experimental Social Psychology 2012, 48(1):226-231.
20. Simmons J.P., LeBoeuf R.A., Nelson L.D. The effect of accuracy motivation on anchoring and adjustment: Do people adjust from provided anchors?. Journal of Personality and Social Psychology 2010, 99(6):917.
21. Thomas M., Simon D.H., Kadiyali V. The price precision effect: evidence from laboratory and market data. Marketing Science 2010, 29(1):175-190.
22. Yaniv I., Foster D.P. Precision and accuracy of judgmental estimation. Journal of Behavioral Decision Making 1997, 10(1):21-32.
23. Zhang Y.C., Schwarz N. How and why 1year differs from 365days: A conversational logic analysis of inferences from the granularity of quantitative expressions. Journal of Consumer Research 2012, 39(2):248-259.