First Offers as Anchors¶
Galinsky, A. D., & Mussweiler, T. (2001). First Offers as Anchors: The Role of Perspective-Taking and Negotiator Focus. Journal of Personality and Social Psychology, 81(4), 657-669.
Cited by¶
4 citations across 4 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Anchoring
This sourceFirst movers obtain better distributive outcomes; perspective-taking/alternative-focus moderates but does not eliminate the first-offer anchor.
- Deception Blowback
- And the personal "believed his own press" failure generalises into the governmental tendency to act on positions originally taken as bargaining feints, with the same intervention: an unprivileged record of which positions were sincere.
This sourceShows across three experiments that whoever makes the first offer obtains a better outcome and that first offers strongly predict the final settlement — a feigned/strategic opening position becomes the binding reference point, the negotiation case of a planted signal returning to bind its author.
- And the personal "believed his own press" failure generalises into the governmental tendency to act on positions originally taken as bargaining feints, with the same intervention: an unprivileged record of which positions were sincere.
- Offensive Action
- Active-defense and "defend forward" postures attempt to impose cost on the attacker and reclaim initiative. Political and media strategy. Agenda-setting, early framing, opposition releases timed to displace an opponent's planned announcement — the same initiator/reactive structure with media attention as the shared substrate. Negotiation. Opening offers and anchoring, public commitments that lock the other side into reaction, and walk-away threats — the first-offer literature documents the agenda-shaping effect on outcomes.
This sourceEmpirically documents the agenda-shaping effect of making the first offer in negotiation.
- Active-defense and "defend forward" postures attempt to impose cost on the attacker and reclaim initiative. Political and media strategy. Agenda-setting, early framing, opposition releases timed to displace an opponent's planned announcement — the same initiator/reactive structure with media attention as the shared substrate. Negotiation. Opening offers and anchoring, public commitments that lock the other side into reaction, and walk-away threats — the first-offer literature documents the agenda-shaping effect on outcomes.
Mechanisms¶
- Anchor Offer
- It shines when the contest reduces to a number and you have enough information to place a credible first figure — it captures the well-documented anchoring-and-adjustment effect
This sourceFinds that first offers anchor negotiation judgments and can improve the first offeror’s negotiated outcome.
- It shines when the contest reduces to a number and you have enough information to place a credible first figure — it captures the well-documented anchoring-and-adjustment effect
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