First offers as anchors: The role of perspective-taking and negotiator focus

In this paper we review the literature on first offers in negotiations. We explore the determinants of who will make the first offer, how extreme that first offer will be, what effect the first offer has on the value of the final outcome, and how first offers influence post-negotiation evaluations. The PDF attached here may not exactly replicate the final version published in the APA journal. It is not the copy of record. Copyright © 2001 by the American Psychological Association. Reproduced with permission.