Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations

In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage in future negotiations with them. Study 2 showed that using the anchoring tactic in a market decreased accumulated profits by increasing the rate of impasses and prolonging the negotiations. The implications of these findings are discussed

Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations

Abstract In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage in future negotiations with them. Study 2 showed that using the anchoring tactic in a market decreased accumulated profits by increasing the rate of impasses and prolonging the negotiations. The implications of these findings are discussed

The impacts of women\u27s careers on their commuting behavior: A case study of Israeli computer professionals

The growth in women\u27s participation in the labor force has attracted attention to gender differences in commuting behavior and to their implications. The present study focuses on the relationship between women\u27s willingness to extend their commuting trips in exchange for career gains. Career gains were defined in broad terms, to encompass whatever the individual woman viewed as desirable improvement in her work situation. Three categories of variables were examined: career factors, family factors, and commute factors. The sample consisted of 162 women working in computer-related professions, in the Tel-Aviv metropolitan area. The majority of respondents expressed willingness to extend their journey to work for a career improvement. Commute duration and distance were the major determinants of such willingness: the longer the present commute, the more reluctant were women to further lengthen it. Career orientation was positively associated with willingness to increase commute, whereas education level, rank and weekly working hours did not have a significant influence. Among women of weaker career orientation, willingness was higher when their job was incongruent with their career aspirations. Mothers of young children were less inclined to travel more. Women dependent on public transport showed a greater sensitivity to the presence of a young child in their inclination to increase commute travel time than those who used private cars. The study supports the hypothesis that attitudinal data seem to offer greater explanatory power than simple indicators of employment

The impacts of women's careers on their commuting behavior: A case study of Israeli computer professionals

The growth in women's participation in the labor force has attracted attention to gender differences in commuting behavior and to their implications. The present study focuses on the relationship between women's willingness to extend their commuting trips in exchange for career gains. Career gains were defined in broad terms, to encompass whatever the individual woman viewed as desirable improvement in her work situation. Three categories of variables were examined: career factors, family factors, and commute factors. The sample consisted of 162 women working in computer-related professions, in the Tel-Aviv metropolitan area. The majority of respondents expressed willingness to extend their journey to work for a career improvement. Commute duration and distance were the major determinants of such willingness: the longer the present commute, the more reluctant were women to further lengthen it. Career orientation was positively associated with willingness to increase commute, whereas education level, rank and weekly working hours did not have a significant influence. Among women of weaker career orientation, willingness was higher when their job was incongruent with their career aspirations. Mothers of young children were less inclined to travel more. Women dependent on public transport showed a greater sensitivity to the presence of a young child in their inclination to increase commute travel time than those who used private cars. The study supports the hypothesis that attitudinal data seem to offer greater explanatory power than simple indicators of employment.

Pay as much as you can afford: Counterpart's ability to pay and first offers in negotiation

Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well as its real economic power (indicated by the company's market value). In Study 2, sellers in a field experiment made higher offers to potential buyers of higher ATP. Study 3 examined the relations between buyer's ATP, the perception of its ability to obtain alternatives to a specific deal, and sellers' first offers. We found a positive correlation between sellers' perception of buyers' ATP, real ATP (as indicated by market value), and sellers' perception of buyers' availability of alternatives. As in Study 1, here too, the unit of analysis was the behavior of the individual participant. However, when sellers were primed to concentrate on buyers' alternatives, their first offers were negatively related to perceived buyer's alternatives.negotiation, first offers, power, alternatives, BATNA.

Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations

In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage in future negotiations with them. Study 2 showed that using the anchoring tactic in a market decreased accumulated profits by increasing the rate of impasses and prolonging the negotiations. The implications of these findings are discussed