The Remarkable Robustness of the First-Offer Effect: Across Culture, Power, and Issues

Personality and Social Psychology Bulletin

Volumn 39, Issue 12, 2013, Pages 1547-1558

  Gunia, Brian C ^a   Swaab, Roderick I ^b   Sivanathan, Niro ^c   Galinsky, Adam D ^d  

^a JOHNS HOPKINS UNIVERSITY   (United States)

^b INSEAD   (France)

^c LONDON BUSINESS SCHOOL   (United Kingdom)

^d Columbia University ^*  (United States)

Author keywords

anchoring; culture; first offers; negotiation; power

Indexed keywords

ANCHORING; ARTICLE; BEHAVIOR; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; CULTURAL ANTHROPOLOGY; CULTURAL FACTOR; FEMALE; FIRST OFFERS; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; NEGOTIATION; POWER; RANDOMIZED CONTROLLED TRIAL; THAILAND; UNITED STATES;

ANCHORING; CULTURE; FIRST OFFERS; NEGOTIATION; POWER;

CROSS-CULTURAL COMPARISON; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; MIDWESTERN UNITED STATES; NEGOTIATING; POWER (PSYCHOLOGY); THAILAND;

EID: 84887520863     PISSN: 01461672     EISSN: 15527433     Source Type: Journal    
DOI: 10.1177/0146167213499236     Document Type: Article

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