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Anchoring, Information, Expertise, and Negotiation: New Insights from Meta-Analysis

dc.contributor.authorGuthrie, Chris
dc.contributor.authorOrr, Dan
dc.date.accessioned2016-01-14T21:43:12Z
dc.date.available2016-01-14T21:43:12Z
dc.date.issued2005
dc.identifier.citation21 Ohio St. J. on disp. Resol. 597 (2005)en_US
dc.identifier.urihttp://hdl.handle.net/1803/7415
dc.descriptionarticle published in law journalen_US
dc.description.abstractIn this article, we conduct a meta-analysis of studies of simulated negotiations to explore the impact of an initial "anchor," typically an opening demand or offer, on negotiation outcomes. We find that anchoring has a significant impact on the deals that negotiators reach. We also explore whether negotiator experience and the information environment mitigate the influence of anchoring. We conclude by offering prescriptive advice, both "offensive" and "defensive," to negotiators.en_US
dc.format.extent1 PDF (33 pages)en_US
dc.format.mimetypeapplication/pdf
dc.language.isoen_USen_US
dc.publisherOhio State Journal on Dispute Resolutionen_US
dc.subjectAnchoringen_US
dc.subjectHeuristicsen_US
dc.subject.lcshNegotiation -- Psychological aspectsen_US
dc.subject.lcshTversky, Amosen_US
dc.subject.lcshKahneman, Daniel, 1934-en_US
dc.subject.lcshDecision making -- Psychological aspectsen_US
dc.titleAnchoring, Information, Expertise, and Negotiation: New Insights from Meta-Analysisen_US
dc.typeArticleen_US
dc.identifier.ssrn-urihttp://ssrn.com/abstract=900152


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