Good Grief! Anxiety Sours the Economic Benefits of First Offers

Ashleigh Shelby Rosette (), Shirli Kopelman () and JeAnna Lanza Abbott ()
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Ashleigh Shelby Rosette: Duke University
Shirli Kopelman: University of Michigan
JeAnna Lanza Abbott: University of Houston

Group Decision and Negotiation, 2014, vol. 23, issue 3, No 15, 629-647

Abstract: Abstract Two studies tested whether making first offers influences negotiators’ feelings of anxiety and their sense of satisfaction. The results of Study 1 show that the strategy of making the first offer led to decreased levels of satisfaction with the negotiation process and outcomes. This effect was mediated by perceived feelings of anxiety. Study 2 discerned that anxiety about making the first offer derived from self-perception concerns, represented as anxiety about being taken advantage of by the opposing party. In both studies, anxiety led negotiators who made the first offer to be relatively less satisfied with the negotiation, than negotiators who did not make the first offer, despite the increased economic gains associated with making the first offer.

Keywords: Distributive negotiations; Anxiety; First offers; Satisfaction; Individual gains; Self perceptions; Subjective outcomes; Emotions (search for similar items in EconPapers)
Date: 2014
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Citations: View citations in EconPapers (6)

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DOI: 10.1007/s10726-013-9348-4

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