Good Things Come to Those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation¶
Sinaceur, M., Maddux, W. W., Vasiljevic, D., Nückel, R. P., & Galinsky, A. D. (2013). Good Things Come to Those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation. Personality and Social Psychology Bulletin.
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Primes¶
- Counterfactual Proximity Weighting
- What moves the next round is the extremity of an offer, not its nearness to acceptance — the extremity of a first offer explains up to 50% of the variance in individual outcomes, and in a field study of some 26 million observations more ambitious counteroffers tracked more favourable final prices while raising the risk of impasse.
This sourceSinaceur, Marwan, William W. Maddux, Dimitri Vasiljevic, Ricardo Perez Nückel, and Adam D. Galinsky. "Good Things Come to Those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation." Personality and Social Psychology Bulletin 39, no. 6 (2013): 814–825 — "more aggressive first offers lead to better individual outcomes, with the extremity of the first offer explaining up to 50% of the variance." Teichmann, Lars, Hannes M. Petrowsky, Yannik A. Escher, Alice J. Lee, and David D. Loschelder. "Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 Million Asynchronous Online Negotiations." Group Decision and Negotiation 34, no. 4 (2025): 823–848 — "more ambitious counteroffers were associated with lower (i.e., more favorable) final prices for buyers, yet also increased the risk of impasse."
- What moves the next round is the extremity of an offer, not its nearness to acceptance — the extremity of a first offer explains up to 50% of the variance in individual outcomes, and in a field study of some 26 million observations more ambitious counteroffers tracked more favourable final prices while raising the risk of impasse.
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