Asking the Right Questions or Asking Questions Right: The Effect of Strategic Questioning on Deception in Earnings-Conference-Calls

Haag, Julia; Hofmann, Christian; Klausing, Susanne; Schwaiger, Nina

doi:10.2139/ssrn.3441688

SSRN Journal

2019

DOI: 10.2139/ssrn.3441688

|View full text |Cite

Asking the Right Questions or Asking Questions Right: The Effect of Strategic Questioning on Deception in Earnings-Conference-Calls

Julia Haag¹,

Christian Hofmann

Susanne Klausing

et al.

Help me understand this report

Search citation statements

Order By: Relevance

Paper Sections

Select...

Citation Types

Supporting

Mentioning

Contrasting

Year Published

2023

Publication Types

Select...

Article1

Relationship

Self Cite0

Independent1

Authors

Journals

Cited by 1 publication

References 43 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening

Lipp¹,

Kesting²,

Smolinski³

2023

Negotiation Journal

View full text Add to dashboard Cite

Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking for the best price that the counterpart is willing to accept. This question represents a real alternative to making the first offer by initiating the discussion of specific settlement proposals, provided the counterpart answers the query. Does it, however, lead the other side to make a better offer? How does the question impact the economic and relational outcomes of the negotiation? Is it advisable to use this tactic in negotiations? We investigated these questions based on a controlled laboratory experiment, in which 227 dyads of cellphone buyers and sellers negotiated synchronously via a text chat. We found that the best‐price question has an impact on not only the first offer but also the negotiation outcome. When the buyers in our experiment asked the question, the results were not significantly different than those from negotiations in which they made the first offer. This effect was driven by the first offer in response to the question. Additionally, we found that the best‐price question did not negatively impact the relational outcome. Moreover, the effect was reduced when list price information was available. These findings suggest rethinking the traditional view of the offer‐counteroffer sequence and provide an alternative opening tactic to making the first offer in the context of high information asymmetry.

show abstract

“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening

Lipp¹,

Kesting²,

Smolinski³

2023

Negotiation Journal

View full text Add to dashboard Cite

show abstract

scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.

Contact Info

customersupport@researchsolutions.com

10624 S. Eastern Ave., Ste. A-614

Henderson, NV 89052, USA

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Blog Terms and Conditions API Terms Privacy Policy Contact Cookie Preferences Do Not Sell or Share My Personal Information

Made with 💙 for researchers

Part of the Research Solutions Family.

Asking the Right Questions or Asking Questions Right: The Effect of Strategic Questioning on Deception in Earnings-Conference-Calls

Cited by 1 publication

References 43 publications

“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening

“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening

Contact Info

Product

Resources

About