Precise Anchors in Negotiation

Project: Research

Project participants

  • Loschelder, David (Project manager, academic)
  • Friese, Malte (Project manager, academic)

Description

The present research project addresses anchoring effects in negotiations – more specifically, the numeric precision of first offers. We examine if, when, and why precise first offers (e.g., a salary of 48,850€) exert a stronger anchoring potency than round offers (e.g., 50,000€). The elevated anchoring potency should lead to more beneficial negotiation outcomes for the first-moving party. Part 1 of the research project examines the underlying mechanisms, which account for this anchor-precision-effect. We examine how (1) a more fine-grained mental scale and (2) a higher level of expertise attributed to the first-mover impact the potency of precise anchors. Part 2 of the project addresses the impact of precise anchors on experienced negotiation experts. We contrast the perceptions and behaviors of seasoned experts with relatively inexperienced negotiation novices. Part 2 also examines if particularly precise anchors (e.g., a salary of 48.746,23€) unfolds distinct effects for experts and novices. The studies allow for additional insights into underlying mechanisms that were the focal point of the Part 1. In sum, the research project investigates a moderated mediation model that accounts for the anchoring impact of precise offers on negotiation experts and novices.
StatusFinished
Period15.04.1630.06.20

Research outputs

Recently viewed

Researchers

  1. Cornelia Wustmann

Publications

  1. Fallstudie
  2. Allocation patterns of airborne nitrogen in mountainous heathlands – A 15N tracer study in the Cantabrian Mountains (NW Spain)
  3. Glen Mills Schools
  4. §31 Windenergie Offshore
  5. Umweltrechnungslegung in Südostasien
  6. How production-theory can support the analysis of recycling systems in the electronic waste sector
  7. Existenzgründung und Einkommen freier Berufe
  8. §63 Fachaufsicht
  9. Article 68 CISG
  10. Self-organized learning in vocational education
  11. Imagination and organization studies
  12. Negative theme zones in political interviews
  13. Reconciling Intragenerational and intergenerational environmental justice in Philippine agriculture
  14. Postkoloniale Erinnerung mit filmischen Mitteln
  15. Public boards
  16. Are authoritarian China and Russia doomed ?
  17. Energy transition and civic engagement
  18. Weltweiter Klimaschutz
  19. The curvilinear and time-lagging impact of sustainability performance on financial performance
  20. A systematic multi-step screening of numerous salt hydrates for low temperature thermochemical energy storage
  21. Mikroökonomische Analyse der Arbeitsnachfrage
  22. BAuA-Working Time Survey (BAuA-WTS)
  23. Einstellungschancen von Älteren
  24. Weimar - Archäologie eines Ortes
  25. Research Perspectives and Innovative Applications for Sustainable Engineering Education
  26. Process data from electronic textbooks indicate students' classroom engagement
  27. ›Systemische Visualisierung‹ als Lernmethode zur normativen und gestaltenden Reflexion wirtschaftsbetrieblicher Situationen im Kontext der Nachhaltigkeitskritik
  28. Digital Health Literacy and Web-Based Information-Seeking Behaviors of University Students in Germany during the COVID-19 Pandemic
  29. Erratum
  30. Kunstraum of Lüneburg University
  31. Tourism strategies for adaption and sustainable development in mountain and coastal destinations in Germany
  32. Farmers' perceptions of climate change and adaptation strategies in South Africa's Western Cape