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Anchoring in Simulated Competitive Market Negotiation

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  • Ritov, Ilana

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  • Ritov, Ilana, 1996. "Anchoring in Simulated Competitive Market Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(1), pages 16-25, July.
    • Handle: RePEc:eee:jobhdp:v:67:y:1996:i:1:p:16-25
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    Cited by:

    1. Lorko, Matej & Servátka, Maroš & Zhang, Le, 2019. "Anchoring in project duration estimation," Journal of Economic Behavior & Organization, Elsevier, vol. 162(C), pages 49-65.
    2. Yossi Maaravi & Asya Pazy & Yoav Ganzach, 2014. "Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(6), pages 548-557, November.
    3. Wolfram E. Lipp & Remigiusz Smolinski & Peter Kesting, 2023. "Beyond the First Offer: Decoding Negotiation Openings and Their Impact on Economic and Subjective Outcomes," Group Decision and Negotiation, Springer, vol. 32(2), pages 395-433, April.
    4. Pablo Brañas-Garza & Antonios Proestakis, 2010. "Self-discrimination: A field experiment on obesity," ThE Papers 10/18, Department of Economic Theory and Economic History of the University of Granada..
    5. Petrowsky, Hannes M. & Boecker, Lea & Escher, Yannik A. & Frech, Marie-Lena & Friese, Malte & Galinsky, Adam D. & Gunia, Brian & Lee, Alice J. & Schaerer, Michael & Schweinsberg, Martin & Soliman, Mei, 2025. "The power and peril of first offers in negotiations: a conceptual, meta-analytic, and experimental synthesis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 191(C).
    6. Yossi Maaravi & Aharon Levy, 2017. "When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 12(5), pages 420-429, September.
    7. Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March.
    8. Willem H. Boshoff & Johannes Paha, 2021. "List Price Collusion," Journal of Industry, Competition and Trade, Springer, vol. 21(3), pages 393-409, September.
    9. Margarita Leib & Nils C. Köbis & Marc Francke & Shaul Shalvi & Marieke Roskes, 2021. "Precision in a Seller’s Market: Round Asking Prices Lead to Higher Counteroffers and Selling Prices," Management Science, INFORMS, vol. 67(2), pages 1048-1055, February.
    10. Bond, Samuel D. & Carlson, Kurt A. & Meloy, Margaret G. & Russo, J. Edward & Tanner, Robin J., 2007. "Information distortion in the evaluation of a single option," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(2), pages 240-254, March.
    11. Rebecca J. Wolfe & Kathleen L. Mcginn, 2005. "Perceived Relative Power and its Influence on Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 3-20, January.
    12. Shalvi, Shaul & Dana, Jason & Handgraaf, Michel J.J. & De Dreu, Carsten K.W., 2011. "Justified ethicality: Observing desired counterfactuals modifies ethical perceptions and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 181-190, July.
    13. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
    14. Paha, Johannes, 2019. "Anchoring, Reference Prices, and List Price Collusion," VfS Annual Conference 2019 (Leipzig): 30 Years after the Fall of the Berlin Wall - Democracy and Market Economy 203625, Verein für Socialpolitik / German Economic Association.
    15. Whyte, Glen & Sebenius, James K., 1997. "The Effect of Multiple Anchors on Anchoring in Individual and Group Judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(1), pages 74-85, January.
    16. Urama, Kevin C. & Hodge, Ian D., 2006. "Are stated preferences convergent with revealed preferences? Empirical evidence from Nigeria," Ecological Economics, Elsevier, vol. 59(1), pages 24-37, August.
    17. Mussweiler, Thomas & Strack, Fritz, 2001. "The Semantics of Anchoring," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(2), pages 234-255, November.
    18. Yossi Maaravi & Boaz Hameiri, 2019. "Deep Pockets and Poor Results: The Effect of Wealth Cues on First Offers in Negotiation," Group Decision and Negotiation, Springer, vol. 28(1), pages 43-62, February.
    19. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    20. António Osório, 2020. "On the first-offer dilemma in bargaining and negotiations," Theory and Decision, Springer, vol. 89(2), pages 179-202, September.
    21. Birte Englich & Kirsten Soder, 2009. "Moody experts --- How mood and expertise influence judgmental anchoring," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(1), pages 41-50, February.
    22. Denise L. Reyes & Julie Dinh & Eduardo Salas, 2021. "Can Gender-Disposed Personality Traits Explain Who Initiates Negotiations?," Group Decision and Negotiation, Springer, vol. 30(5), pages 1057-1083, October.
    23. Todd McElroy & Keith Dowd, 2007. "Susceptibility to anchoring effects: How openness-to-experience influences responses to anchoring cues," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 2, pages 48-53, February.
    24. Srinivasa, Aditya Korekallu & Praveen, K.V. & Subash, S.P. & Nithyashree, ML & Jha, Girish Kumar, 2021. "Does a Farmer’s Knowledge of Minimum Support Price (MSP) Affect the Farm-Gate Price? Evidence from India," 2021 Conference, August 17-31, 2021, Virtual 315205, International Association of Agricultural Economists.

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