Opening offer and frequency of concession as bargaining strategies
Bibliographic Data
| ID | 6204309 |
|---|---|
| Authors | Jerome M Chertkoff, Melinda Conley |
| Year | 1967 |
| Volume | 7 |
| Issue | 2, Pt.1 |
| Pages | 181-185 |
| Publication date | 1967-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/h0024997 |
| OpenAlex | W2001677406 |
| Language | EN |
| Citations received | 45 |
| References cited | 1 |
The Language of Coalition Formation in Online Multiparty Negotiations
Negotiation as a form of persuasion
Comparing Two Studies of Crisis Bargaining
The promise and perversity of perspective-taking in organizations
Overcoming the Inevitable Anchoring Effect
Reagan and the Russians
Beyond the First Offer
On the first-offer dilemma in bargaining and negotiations
Effects of explanations and precise anchors on salary offers
When effortful thinking influences judgmental anchoring
Initial perceptions in negotiations
The Moderators and Mediators of Door-in-the-Face Requests
Negotiation and Mediation
Reciprocal concessions procedure for inducing compliance
Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation
Toward a Theory of Agenda Setting in Negotiations
Effects of the opponent's initial offer, concession magnitude and concession frequency on bargaining behavior
Matching and mismatching
Frequency of reciprocated concessions in bargaining
Reciprocity and concession making in bargaining
Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation
Mediation as an aid to face saving in negotiation
Effects of extremity of offers and concession rate on the outcomes of bargaining
Entrepreneurs’ negotiation behavior
A review of experiments in explicit bargaining
Predicting the outcome of a two-party price negotiation
Determinants of buyers' aspiration and reservation price
The durability of anchoring effects
Ask and you shall Receive? Gender Differences in Negotiators' Beliefs about Requests for a Higher Salary
Experience in integrative negotiations
Starting high and ending with nothing
Mismatching the opponent's offers in negotiation
Constructs of Relationship
Negotiating From Strength and the Concept of Bargaining Strength 1
Relationships with opponent and partner in mixed-motive bargaining
Concession-Making and Conflict Resolution
Influence Strategies, Success, and War
The influence of the situation in interparty conflict
First offers as anchors
Battle of the sexes
The Interpersonal Effects of Anger and Happiness in Negotiations
Successful Negotiation in International Violent Conflict
The Psychological Reality of the Door-in-the-Face
The Role of Communication in Bargaining
Analyzing Negotiation Tactics
| Unique citing works | 45 |
|---|---|
| Citations per year | 0,8 |
| Citation span | 1970 - 2024 (55) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 42 |