Toward a Process Model of First Offers and Anchoring in Negotiations (PDF)

Super happy to share that our literature review on first offers in negotiation has been accepted for publication in Negotiation and Conflict Management Research! In our paper, we analyzed 119 papers that focused on various aspects of first offers in negotiation, ordered them in a process a process model and identified avenues for further research. If you ever wondered about what research has found out about the impact of first offers in negotiation, you might enjoy reading this paper.

As our manuscript is being prepared for publication, here is a link to the preprint on ResearchGate in the PDF format.

Many thanks to Wolfram Lipp, who headed this project and to Peter Kesting, my old partner in crime! It was an honor and great pleasure to work with you!

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