Opening offer and frequency of concession as bargaining strategies.

Chertkoff, Jerome M.; Conley, Melinda

doi:10.1037/h0024997

Cited by 137 publications

(85 citation statements)

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“…Our research extends numerous earlier findings concerning the impact of initial offers on the distributive aspect of negotiation (Chertkoff and Conley, 1967;Liebert et al, 1968;Benton et al, 1972;Yukl, 1974;Rubin and Brown, 1975;Raiffa, 1982), by showing the impact of opening offers on the integrative aspect of negotiation as well. In particular, while earlier research has repeatedly suggested that the overall value of an initial-offer may serve as an anchor (Polzer and Neale, 1995;Northcraft and Neale, 1987;Ritov, 1996;De Dreu et al, 1999;Galinsky and Mussweiler, in press), the present research uncovers the potential role of the initial offer in establishing with in-issue anchors.…”

Section: Discussionmentioning

confidence: 51%

Initial perceptions in negotiations: evaluation and response to ‘logrolling’ offers

Moran

Ritov

2002

Behavioral Decision Making

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In negotiations, where several issues are under consideration and parties have different priorities among these issues, integrative agreements can be reached through 'logrolling': concessions on low priority issues in exchange for gains on higher priority issues. The present research focuses on the potential role of initial offers in the development of integrative agreements. We show first, that in a simulated competitive market the specific composition of initial offers influences the final agreements, beyond the effect predicted by their overall value. In order to obtain some insight into the judgmental processes that might play a role, we explore the way in which inexperienced negotiators presented with a hypothetical negotiation context evaluate and respond to logrolling versus distributive initial offers. Three hypotheses were tested: logrolling offers convey an implicit message of cooperation, logrolling offers promote understanding of the mutual interest structure of the task, and, finally, logrolling offers establish within-issue anchors. Results do not support the first two hypotheses: logrolling offers were not necessarily judged more attractive than distributive ones, and they did not seem to affect the deeply rooted fixed-pie assumption. However, initial offers did establish within-issue anchors: counter-offers were affected by the specific composition of the initial offers beyond the effect of their overall value. This anchoring process resulted in logrolling offers yielding a higher profit for their initiator, as well as higher combined profits for both parties.

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Section: Discussionmentioning

confidence: 51%

Initial perceptions in negotiations: evaluation and response to ‘logrolling’ offers

Moran

Ritov

2002

Behavioral Decision Making

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“…The reciprocal concessions rule states that "You should make concessions to those who make concessions to you" (Cialdini et al, 1975, p. 206). Cialdini et al cited evidence from the reciprocity (Gouldner, 1960) and bargaining literature (Chertkoff & Conley, 1967;Benton, Kelley, & Liebling, 1972) and concluded that the offer of a small favour or a concession by one participant increases the likelihood that the other participant will return the favour or make a similar concession. In a series of three experiments, Cialdini et al showed that it is indeed an effective strategy to make an unreasonably large request and follow it with a much smaller one.…”

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confidence: 99%

Perceptual contrast versus reciprocal concession as mediators of induced compliance.

Miller¹,

Seligman²,

Clark³

et al. 1976

Canadian Journal of Behavioural Science / Revue canadienne des

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This study examined two explanations for the success of a compliance strategy in which a second moderate-sized request is asked immediately after the refusal of a first largesized request. The reciprocal concessions explanation argues that the change from the first request to the second is viewed as a concession on the part of the requestor that compels the subject to make a concession of his own, i.e., agree to the second request. The perceptual contrast explanation proposes that the first request establishes a comparison standard against which the second request appears to be less costly; without the first request, the second request might be compared with the possibility of doing nothing for the requestor. The results supported the view that the critical manipulation in eliciting compliance is the reduction of relative cost to the subject and not the personal concession shown by the requestor.In the popular comic strip Blondie, one episode has recurred many times over the years. In the scene, Blondie enters the living room wearing a new hat, new shoes, and a new dress. She cheerfully calls her husband's attention to the wonderful bargains she has found. Her husband, Dagwood, glares reproachfully at her from the couch and demands to know how much it all cost. After Blondie reveals the price, Dagwood becomes hysterical and orders Blondie to return the goods because he can't afford them. Blondie, in turn, begins to cry and bargains with Dagwood to keep only the hat. Observing her distress, Dagwood relents. Later the reader discovers that all Blondie wanted in the first place was the hat. The scene ends happily with Blondie congratulating herself for the success of her ploy and with Dagwood satisfied that the dress and shoes are to be returned.What are the important elements of this tactic that has served Blondie so well? Examining the situation from Blondie's point of view, we see that she has made essentially two requests of her husband. The first Requests for reprints should be sent to Clive Seligman,

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“…In another experimental condition, the participants asked for a very high price and gradually lowered the price throughout the negotiation. Komorita and Brenner concluded that failing to make a concession in a negotiation, even if the first starting price is fair, is an ineffective strategy for reaching an agreement (see also Chertkoff & Conley, 1967). Advocates of the reciprocal concessions explanation for DITF argue that the process is similar.…”

Section: Reciprocal Concessionsmentioning

confidence: 99%

The Moderators and Mediators of Door-in-the-Face Requests: Is it a Negotiation or a Helping Experience?

Turner¹,

Tamborini²,

Limón

et al. 2007

Communication Monographs

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The Door-in-the-Face (DITF) compliance-gaining tactic occurs when a large request, expected to be rejected, is followed by a more reasonable request that is granted. The mechanisms underlying the DITF strategy remain unclear. Researchers have posed different explanations for the effectiveness of DITF, including the reciprocal concessions and the social responsibility models. These theoretical rationales for DITF were tested in a 3 (request type: initial request only, DITF sequence, small request only) )2 (initial request size: moderate, large))2 (solicitor familiarity: friend, stranger) betweenparticipants experiment. Findings from the compliance data are mostly consistent with the reciprocal concessions model; but, findings from the cognitive and affective data were mixed. It appears that DITF messages are perceived as a helping situation for friends, but not for strangers. Strangers view request messages of all sizes to be a negotiation, but friends see these requests as a negotiation only when the initial request is large.Keywords: Compliance; Sequential Request Strategies; Door-in-the-face; Reciprocal Concessions; Guilt Persuasion scholars have long believed that an effective compliance-gaining tactic is to begin by making a large request, with the expectation that it will be rejected, and follow its refusal with a smaller request (Cialdini et al., 1975). This approach, the Door-in-the-Face (DITF) sequential request strategy, has received considerable

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Opening offer and frequency of concession as bargaining strategies.

Cited by 137 publications

References 1 publication

Initial perceptions in negotiations: evaluation and response to ‘logrolling’ offers

Initial perceptions in negotiations: evaluation and response to ‘logrolling’ offers

Perceptual contrast versus reciprocal concession as mediators of induced compliance.

The Moderators and Mediators of Door-in-the-Face Requests: Is it a Negotiation or a Helping Experience?

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