First Offers in Negotiations: Determinants and Effects
26 Pages Posted: 6 Jun 2003
In this paper we review the literature on first offers in negotiations. We explore the determinants of who will make the first offer, how extreme that first offer will be, what effect the first offer has on the value of the final outcome, and how first offers influence post-negotiation evaluations.
Keywords: First Offers, Negotiations, Bargaining
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