Good Grief! Anxiety Sours the Economic Benefits of First Offers

Journal Article (Journal Article)

Two studies tested whether making first offers influences negotiators' feelings of anxiety and their sense of satisfaction. The results of Study 1 show that the strategy of making the first offer led to decreased levels of satisfaction with the negotiation process and outcomes. This effect was mediated by perceived feelings of anxiety. Study 2 discerned that anxiety about making the first offer derived from self-perception concerns, represented as anxiety about being taken advantage of by the opposing party. In both studies, anxiety led negotiators who made the first offer to be relatively less satisfied with the negotiation, than negotiators who did not make the first offer, despite the increased economic gains associated with making the first offer. © 2013 Springer Science+Business Media Dordrecht.

Full Text

Duke Authors

Cited Authors

  • Rosette, AS; Kopelman, S; Abbott, JAL

Published Date

  • January 1, 2014

Published In

Volume / Issue

  • 23 / 3

Start / End Page

  • 629 - 647

Electronic International Standard Serial Number (EISSN)

  • 1572-9907

International Standard Serial Number (ISSN)

  • 0926-2644

Digital Object Identifier (DOI)

  • 10.1007/s10726-013-9348-4

Citation Source

  • Scopus