Having Too Many Options Can Make You a Worse Negotiator

Michael  Schaerer; David Loschelder; Roderick I. Swaab

Having Too Many Options Can Make You a Worse Negotiator

Research output: Journal contributions › Journal articles › Research › peer-review

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Having Too Many Options Can Make You a Worse Negotiator. / Schaerer, Michael ; Loschelder, David; Swaab, Roderick I.

In: Harvard Business Review, Vol. Online, No. 05/2017, 2017.

Research output: Journal contributions › Journal articles › Research › peer-review

Bibtex

@article{0671a17c26244aa1a473abd5efc35bc9,

title = "Having Too Many Options Can Make You a Worse Negotiator",

abstract = "The conventional wisdom about negotiating – whether for a job salary or the price of a house – is that you{\textquoteright}re better positioned to get what you want when you have more alternative offers to leverage. But recent research shows that having alternative offers does not always help you. In a series of experiments, the authors found that walking into a negotiation with multiple offers, rather than a single one, can actually bias your decisions and lead you to make a lower first offer, hurting your ability to negotiate the outcome you want.",

keywords = "Psychology, Business psychology",

author = "Michael Schaerer and David Loschelder and Swaab, {Roderick I.}",

year = "2017",

language = "English",

volume = "Online",

journal = "Harvard Business Review",

issn = "0017-8012",

publisher = "Harvard Business Publishing",

number = "05/2017",

}

RIS

TY - JOUR

T1 - Having Too Many Options Can Make You a Worse Negotiator

AU - Schaerer, Michael

AU - Loschelder, David

AU - Swaab, Roderick I.

PY - 2017

Y1 - 2017

N2 - The conventional wisdom about negotiating – whether for a job salary or the price of a house – is that you’re better positioned to get what you want when you have more alternative offers to leverage. But recent research shows that having alternative offers does not always help you. In a series of experiments, the authors found that walking into a negotiation with multiple offers, rather than a single one, can actually bias your decisions and lead you to make a lower first offer, hurting your ability to negotiate the outcome you want.

AB - The conventional wisdom about negotiating – whether for a job salary or the price of a house – is that you’re better positioned to get what you want when you have more alternative offers to leverage. But recent research shows that having alternative offers does not always help you. In a series of experiments, the authors found that walking into a negotiation with multiple offers, rather than a single one, can actually bias your decisions and lead you to make a lower first offer, hurting your ability to negotiate the outcome you want.

KW - Psychology

KW - Business psychology

UR - https://hbr.org/2017/05/having-too-many-options-can-make-you-a-worse-negotiator

M3 - Journal articles

VL - Online

JO - Harvard Business Review

JF - Harvard Business Review

SN - 0017-8012

IS - 05/2017

ER -

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