How and why precise anchors distinctly affect anchor recipients and senders
Dados Bibliográficos
| ID | 9007954 |
|---|---|
| Autores | David D Loschelder (0000-0001-5818-0559, Leuphana University of Lüneburg, autor correspondente), Malte Friese (0000-0003-0055-513X, Saarland University), Roman Trötschel (0009-0009-3817-873X, Leuphana University of Lüneburg) |
| Ano | 2016 |
| Volume | 70 |
| Páginas | 164-176 |
| Data de publicação | 2016-12-23 |
| Peer Reviewed | Sim |
| Open Access | Sim |
| Tipo | ARTICLE |
| Periódico | Journal of Experimental Social Psychology (JOURNAL) |
| Identificadores do periódico | ISSN: 0022-1031 • E-ISSN: 1096-0465 |
| Editora | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.jesp.2016.11.001 |
| OpenAlex | W2562835135 |
| Idioma | EN |
| Citações recebidas | 11 |
| Referências citadas | 38 |
Anchoring · Attribution · Cognition · Cognitive psychology · Communication source · Competence (human resources · Mediation · Negotiation · Computer Science · Conflict Management and Negotiation · Decision-Making and Behavioral Economics · Psychology · Social Psychology · Team Dynamics and Performance
Optimizing Counteroffers
“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening
The Too-Much-Mimicry Effect
Knowledge of precise offers as a negotiating tactic does not reduce its effect on counteroffers
Competition modulates buyers’ reaction to sellers’ cheap talk
Deal or no deal? How round vs precise percentage offers and price-ending mimicry affect impasse risk in over 25 million eBay negotiations
Reference dependent prices in bargaining
Open to offers, but resisting requests
Perspective taking does not moderate the price precision effect, but indirectly affects counteroffers to asking prices
Thinking Beyond the Bargaining Table
How the timing of texting triggers romantic interest after the first date
Overcoming the Inevitable Anchoring Effect
The Anchoring-and-Adjustment Heuristic
Putting Adjustment Back in the Anchoring and Adjustment Heuristic
Negotiation
Playing Dice With Criminal Sentences
Judgment under Uncertainty
Logic and Conversation
Self-Perception Theory
One Hundred Years of Social Psychology Quantitatively Described
How self-regulation helps to master negotiation challenges
Influence of social motives on integrative negotiation
Initial perceptions in negotiations
When knowledge matters—differential effects of available knowledge in standard and basic anchoring tasks
Procedural frames in negotiations
Negotiation as a form of persuasion
Precise offers are potent anchors
The power of precise numbers
Starting high and ending with nothing
Chameleons bake bigger pies and take bigger pieces
Instructional manipulation checks
Professed impressions
First offers as anchors
Tandem anchoring
The use of category and exemplar knowledge in the solution of anchoring tasks
How and Why 1 Year Differs from 365 Days
| Obras citantes distintas | 11 |
|---|---|
| Citações por ano | 1,57 |
| Intervalo de citações | 2019 - 2026 (8) |
| Velocidade de citação | current |
| Altamente citado | Não |
| Tipos de citação | Neutras: 11 |