Open to Offers, but Resisting Requests: How the Framing of Anchors Affects Motivation and Negotiated Outcomes

Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations...

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Bibliographic Details
Published in:Journal of personality and social psychology 2020-09, Vol.119 (3), p.582-599
Main Authors: Majer, Johann M., Trötschel, Roman, Galinsky, Adam D., Loschelder, David. D.
Format: Article
Language:English
Subjects:
Acquiescence
Adult
Advantages
Anchoring
Aversion
Compromises
Decision Making
Decision Making - physiology
Experiments
Female
Frame analysis
Framing Effects
Heuristic
Human
Humans
Judgment - physiology
Male
Motivation
Negotiating - psychology
Negotiation
Proposals
Test Construction
Citations: Items that cite this one
Online Access:Get full text
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