title: Negotiation as a form of persuasion: arguments in first offers.
abstract: In this article we examined aspects of negotiation within a persuasion framework. Specifically, we investigated how the provision of arguments that justified the first offer in a negotiation affected the behavior of the parties, namely, how it influenced counteroffers and settlement prices. In a series of 4 experiments and 2 pilot studies, we demonstrated that when the generation of counterarguments was easy, negotiators who did not add arguments to their first offers achieved superior results compared with negotiators who used arguments to justify their first offer. We hypothesized and provided evidence that adding arguments to a first offer was likely to cause the responding party to search for counterarguments, and this, in turn, led him or her to present counteroffers that were further away from the first offer.
authors.affiliation: Faculty of Management, Leon Recanati Graduate School of Business Administration, Tel Aviv University, Israel. maaravi@post.tau.ac.il
authors.forename: Yossi
authors.initials: Y
authors.lastname: Maaravi
authors.forename: Yoav
authors.initials: Y
authors.lastname: Ganzach
authors.forename: Asya
authors.initials: A
authors.lastname: Pazy
mesh_terms: D003132:Commerce; D006801:Humans; D033182:Intention; D007398:Interpersonal Relations; D017008:Negotiating / Q000523:psychology*; D010565:Persuasive Communication; D010865:Pilot Projects; D011581:Psychological Tests; D055815:Young Adult