1Johns Hopkins University, Baltimore, MD, USA.
Pers Soc Psychol Bull. 2013 Dec;39(12):1547-58. doi: 10.1177/0146167213499236. Epub 2013 Aug 15.
The first-offer effect demonstrates that negotiators achieve better outcomes when making the first offer than when receiving it. The evidence, however, primarily derives from studies of Westerners without systematic power differences negotiating over one issue-contexts that may amplify the first-offer effect. Thus, the present research explored the effect across cultures, among negotiators varying in power, and in negotiations involving single and multiple issues. The first two studies showed that the first-offer effect remains remarkably robust across cultures and multi-issue negotiations. The final two studies demonstrated that low-power negotiators benefit from making the first offer across single- and multi-issue negotiations. The second and fourth studies used multi-issue negotiations with distributive, integrative, and compatible issues, allowing us to show that first offers operate through the distributive, not the integrative or compatible issues. Overall, these results reveal that moving first can benefit negotiators across many organizational and personal situations.
先动优势效应表明，与接收报价相比，提出报价的谈判者会取得更好的结果。然而，证据主要来自于对没有系统权力差异的西方人的研究，他们在单一问题情境下进行谈判，这种情境可能会放大先动优势效应。因此，本研究在不同文化、权力不同的谈判者以及涉及单一和多个问题的谈判中探索了这一效应。前两项研究表明，先动优势效应在跨文化和多议题谈判中仍然非常显著。最后两项研究表明，在单一和多个问题的谈判中，低权力的谈判者通过提出先动报价获益。第二项和第四项研究使用了具有分配性、整合性和兼容性议题的多议题谈判，使我们能够表明，先动报价是通过分配性议题而不是整合性或兼容性议题发挥作用的。总的来说，这些结果表明，率先行动可以使许多组织和个人情境中的谈判者受益。
