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Group Decision and Negotiation

, Volume 23, Issue 3, pp 629–647 | Cite as

Good Grief! Anxiety Sours the Economic Benefits of First Offers

  • Ashleigh Shelby Rosette
  • Shirli Kopelman
  • JeAnna Lanza Abbott
Article

Abstract

Two studies tested whether making first offers influences negotiators’ feelings of anxiety and their sense of satisfaction. The results of Study 1 show that the strategy of making the first offer led to decreased levels of satisfaction with the negotiation process and outcomes. This effect was mediated by perceived feelings of anxiety. Study 2 discerned that anxiety about making the first offer derived from self-perception concerns, represented as anxiety about being taken advantage of by the opposing party. In both studies, anxiety led negotiators who made the first offer to be relatively less satisfied with the negotiation, than negotiators who did not make the first offer, despite the increased economic gains associated with making the first offer.

Keywords

Distributive negotiations Anxiety First offers  Satisfaction  Individual gains Self perceptions Subjective outcomes Emotions 

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Copyright information

© Springer Science+Business Media Dordrecht 2013

Authors and Affiliations

  • Ashleigh Shelby Rosette
    • 1
  • Shirli Kopelman
    • 2
  • JeAnna Lanza Abbott
    • 3
  1. 1.The Fuqua School of BusinessDuke UniversityDurhamUSA
  2. 2.Ross School of BusinessUniversity of MichiganAnn ArborUSA
  3. 3.C. T. Bauer College of BusinessUniversity of HoustonHoustonUSA

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