First Offers in Negotiations: Determinants and Effects

26 Pages Posted: 6 Jun 2003

See all articles by John M. Oesch

John M. Oesch

University of Toronto - Rotman School of Management

Adam D. Galinsky

Columbia Business School - Management

Abstract

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

Suggested Citation

Oesch, John M. and Galinsky, Adam D., First Offers in Negotiations: Determinants and Effects. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=399722 or http://dx.doi.org/10.2139/ssrn.399722

John M. Oesch (Contact Author)

University of Toronto - Rotman School of Management ( email )

105 St. George Street
Toronto, Ontario M5S 3E6 M5S1S4
Canada
416-978-1913 (Phone)

Adam D. Galinsky

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
1,003
rank
20,962
Abstract Views
4,211
PlumX Metrics