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

By Adam D. Galinsky, Thomas Mussweiler. Journal of Personality and Social Psychology, 2001

805 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4593e56e2f94f5ffc75789ddacdfbe3670481cbe

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Citations in the corpus

Power reduces the press of the situation: implications for creativity, conformity, and dissonance. (2008, background): “…were told that they were the chief financial officer of a company in need of a new plant to manufacture a line of highly specialized compounds and that one of the company’s existing plants could not be modified (for complete details about the negotiation exercise, see Galinsky & Mussweiler, 2001).”
Elaboration and numerical anchoring: Implications of attitude theories for consumer judgment and decision making (2010, background): “…come from the plaintiff in a civil case (Chapman & Bornstein, 1996), anchoring initial offers in a negotiation come from one's negotiation partner (Galinsky & Mussweiler, 2001), and anchoring product prices can come from an advertiser or seller (Biswas & Blair, 1991; Kamins, Dreze, & Folkes,…”
Procedural Justice in Negotiation: Procedural Fairness, Outcome Acceptance, and Integrative Potential (2008, background): “For example, research has shown that individuals in negotiation demonstrate epistemic motivation (De Dreu, Koole, and Oldersma 1999; Galinsky and Mussweiler 2001), power and impression motivations (De Dreu and Carnevale 2003), and social motivation (Van Lange 1999; Pruitt and Carnevale 1993).”
8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008, background): “Negotiating and making first offers have both been shown to lead reliably to the accumulation of more resources and thus more power (eg, Galinsky & Mussweiler, 2001 ).”
Moral Emotions and Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation (2010, background): “Perspective taking Moral Emotions & Unethical Bargaining 17 helps negotiators enlarge the pie and ensure they get good-sized slices (Galinsky et al., 2008; Galinsky & Mussweiler, 2001).”
Ethically Deployed Defaults: Transparency and Consumer Protection through Disclosure and Preference Articulation (2016, background): “For example, anchoring influences quantitative judgments even when anchors are known to be irrelevant (Strack and Mussweiler 1997; Tversky and Kahneman 1974), unreliable (Loftus 1979), or manipulative (Galinsky and Mussweiler 2001; Hastie, Schkade, and Payne 1999).”