The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations

By Adam D. Galinsky, Vanessa L. Seiden, Peter H. Kim, V. Medvec. 2002

140 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/2225e4c8f7f6b5abb5a8edb22041dccdf39fb155

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Gillian Ku
2. Maurice E. Schweitzer
3. Lane T. Wakefield
4. Robin L. Wakefield
5. Francesca Gino

In Social Psychology

1. Gillian Ku
2. Maurice E. Schweitzer
3. Alison Wood Brooks
4. Lane T. Wakefield
5. Robin L. Wakefield
6. Adam D. Galinsky

In Sociology and Political Science

1. Gillian Ku
2. Maurice E. Schweitzer
3. Alison Wood Brooks
4. Francesca Gino
5. Lane T. Wakefield
6. Robin L. Wakefield

Citations in the corpus

• Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit (2011, background): “Previous work has linked first offers with subsequent patterns of concessions and, ultimately, negotiated outcomes (Galinsky et al., 2002; Liebert et al., 1968; Neale & Bazerman, 1991; Yukl, 1974).”
• Learning to de-escalate: The effects of regret in escalation of commitment (2008, background): “Similarly, negotiators who felt regret after making a first offer were less likely to do so again ( Galinsky et al., 2002 ).”