First offers as anchors : the role of perspective-taking and negotiator focus

Journal

Journal of Personality and Social Psychology

Subject

Organisational Behaviour

Publishing details

Journal of Personality and Social Psychology 2001 Vol 81:4 p 657-669

Authors / Editors

Galinsky A D; Mussweiler T

Biographies

Mussweiler TM

Publication Year

2001

Keywords

Perspective-taking; Negotiators; Self-focus; Negotiation