A threefold meta-analysis of economic first-offer effects in negotiations
Activity: Talk or presentation › Conference Presentations › Research
Hannes Petrowsky - Speaker
Yannik Escher - Speaker
Lea Boecker - Coauthor
Marie-Lena Frech - Coauthor
Malte Friese - Coauthor
Brian Gunia - Coauthor
Alice J. Lee - Coauthor
Michael Schaerer - Coauthor
Martin Schweinsberg - Coauthor
Meikel Soliman - Coauthor
Roderick I. Swaab - Coauthor
Eve Sarah Troll - Coauthor
Marcel Weber - Coauthor
David Loschelder - Coauthor
Is it advantageous to move first in a negotiation? Should one make an
ambitious first offer? Does first-offer magnitude impact final outcomes?
While a plethora of research suggests that these three questions can be
answered affirmatively with a remarkable robustness across cultures,
countries, and contexts, recent findings are not unequivocally
advantageous and range from positive to null to even negative effects.
Despite decades of research, a comprehensive meta-analysis of economic
first-offer effects and their moderators remains missing. Our
preregistered meta-analysis with the robust variance estimation (RVE)
approach conceptualized and quantified three empirical first-offer
effects on negotiation outcomes: (1) a first-mover advantage (g = 0.49),
(2) a first-offer magnitude effect (g = 1.30), and (3) a positive
offer-outcome correlation (r = 0.53; g = 1.51). Overall, effect sizes
were highly heterogeneous and moderated by publication, sample,
negotiation, and first offer characteristics. We discuss theoretical and
applied implications for the negotiation literature.
11.07.2023
Event
36th Annual Conference of the International Association of Conflict Management
09.07.23 → 12.07.23
Thessaloniki, GreeceEvent: Conference
- Business psychology