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OPENING OFFER AND FREQUENCY OF CONCESSION AS BARGAINING STRATEGIES.

OPENING OFFER AND FREQUENCY OF CONCESSION AS BARGAINING STRATEGIES. THE EXPERIMENT WAS ALLEGEDLY A SIMULATED BARGAINING SESSION BETWEEN A BUYER AND A SELLER, WHO COMMUNICATED VIA WRITTEN OFFERS. ACTUALLY, THE E SUBSTITUTED STANDARDIZED BARGAINING PATTERNS FOR THE OFFERS OF BOTH OPPONENTS, AND CONDUCTED SIMULTANEOUS BARGAINING SESSIONS WITH EACH OF THE SS. IN A FACTORIAL DESIGN, THE TYPE OF INITIAL OFFER, EXTREME OR MODERATE, THE FREQUENCY OF CONCESSION, MODERATE OR INFREQUENT, AND THE S'S ROLE, BUYER OR SELLER, WERE VARIED. THE MAJOR FINDINGS WERE: (1) SELLERS DID BETTER THAN BUYERS, BECAUSE SELLERS OPENED WITH A MORE EXTREME INITIAL OFFER; (2) FOR BARGAINING SUCCESS, AN EXTREME OPENING OFFER, PROBABLY COUPLED WITH INFREQUENT CONCESSIONS, WAS BEST; AND (3) MORE FREQUENT CONCESSIONS ELICITED MORE FREQUENT CONCESSIONS, BUT NOT GREATER MOVEMENT. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Personality and Social Psychology American Psychological Association

OPENING OFFER AND FREQUENCY OF CONCESSION AS BARGAINING STRATEGIES.

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References (2)

Publisher
American Psychological Association
Copyright
Copyright © 1967 American Psychological Association
ISSN
0022-3514
eISSN
1939-1315
DOI
10.1037/h0024997
Publisher site
See Article on Publisher Site

Abstract

THE EXPERIMENT WAS ALLEGEDLY A SIMULATED BARGAINING SESSION BETWEEN A BUYER AND A SELLER, WHO COMMUNICATED VIA WRITTEN OFFERS. ACTUALLY, THE E SUBSTITUTED STANDARDIZED BARGAINING PATTERNS FOR THE OFFERS OF BOTH OPPONENTS, AND CONDUCTED SIMULTANEOUS BARGAINING SESSIONS WITH EACH OF THE SS. IN A FACTORIAL DESIGN, THE TYPE OF INITIAL OFFER, EXTREME OR MODERATE, THE FREQUENCY OF CONCESSION, MODERATE OR INFREQUENT, AND THE S'S ROLE, BUYER OR SELLER, WERE VARIED. THE MAJOR FINDINGS WERE: (1) SELLERS DID BETTER THAN BUYERS, BECAUSE SELLERS OPENED WITH A MORE EXTREME INITIAL OFFER; (2) FOR BARGAINING SUCCESS, AN EXTREME OPENING OFFER, PROBABLY COUPLED WITH INFREQUENT CONCESSIONS, WAS BEST; AND (3) MORE FREQUENT CONCESSIONS ELICITED MORE FREQUENT CONCESSIONS, BUT NOT GREATER MOVEMENT.

Journal

Journal of Personality and Social Psychology – American Psychological Association

Published: Oct 1, 1967

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