"ANN ARBOR, Mich. — Emotional alignment is key to using evidence-based strategies. Making the first offer in a negotiation is a prime example of that, according to new research by University of Michigan Ross School of Business Professor Shirli Kopelman. She's found that the proven strategy of moving first in a negotiation is tempered by anxiety.
Making the first offer is the right move economically. It anchors the discussion around that first number, and the final price is significantly correlated with the first offer. But first movers paradoxically feel less satisfied with the advantageous outcome than the other side, according to two studies Kopelman performed with co-authors Ashleigh Shelby Rosette of the Fuqua School of Business at Duke University and JeAnna Lanza Abbott of the C.T. Bauer College of Business at the University of Houston."
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Michigan in the News—Stephen M. Ross School of Business
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