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Batten down the anchors: Responding to another negotiator’s first offer

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  • Gunia, Brian C.

Abstract

Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But sometimes they can’t. Sometimes, despite a negotiator’s best efforts, the other side moves first. In this article, I provide a framework for responding to another negotiator’s first offer, suggesting that the appropriate response varies markedly depending on the quality of the offer. This provides a more comprehensive strategy for making and managing early offers in a negotiation.

Suggested Citation

  • Gunia, Brian C., 2017. "Batten down the anchors: Responding to another negotiator’s first offer," Business Horizons, Elsevier, vol. 60(4), pages 431-434.
    • Handle: RePEc:eee:bushor:v:60:y:2017:i:4:p:431-434
    DOI: 10.1016/j.bushor.2017.03.013
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    References listed on IDEAS

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    1. Gunia, Brian C., 2017. "To move or to wait? Everything you need to know about making the first offer," Business Horizons, Elsevier, vol. 60(1), pages 15-18.
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    Cited by:

    1. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.

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    1. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.

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