TY  - JOUR
U1  - Zeitschriftenartikel, wissenschaftlich - begutachtet (reviewed)
A1  - Lipp, Wolfram E.
A1  - Smolinski, Remigiusz
A1  - Kesting, Peter
T1  - Toward a process model of first offers and anchoring in negotiations
JF  - Negotiation and conflict management research : NCMR / International Association for Conflict Management, IACM
N2  - There is a wide consensus that first offers have a significant impact on negotiation outcomes by causing an anchoring effect. Many aspects of first offers have been analyzed, including factors that lead to making the first offer and characteristics that strengthen the impact of first offers. However, a holistic view of the process of first offers in negotiations remains missing, and significant research gaps must be filled to fully understand the mechanisms of first offers. Furthermore, while extant research contains anecdotal advice for negotiators, no holistic overview of research findings has been presented to date. This study conducted a structured review of 119 journal articles published since 1967, contributing to the field in four main ways: (a) proposing a definition of first offers, (b) integrating previous findings into a process model of first offers in negotiation, (c) summarizing the results to date in a structured literature review, and (d) identifying crucial research gaps that must be addressed. Future research should conduct systematic investigations of the influence of first offers on negotiation outcomes, employing a “negotiation lens” to emphasize the dyadic and interactive character of negotiations.
KW  - Negotiation
KW  - Conflict
KW  - First offer
KW  - Anchoring
KW  - Negotiation opening
KW  - Structured review
Y1  - 2023
SN  - 1750-4716
SS  - 1750-4716
U6  - https://doi.org/10.34891/2022.574
DO  - https://doi.org/10.34891/2022.574
VL  - 16
IS  - 1
SP  - 48
EP  - 79
ER  -