MIT Sloan Management Review Vol. 67 No. 4 2026
The Trap That Skilled Negotiators Miss
Abstract
In negotiations, first offers act as powerful psychological anchors — and even skilled negotiators struggle to escape them. New research published in the Journal of Experimental Social Psychology finds that adopting a choice mindset when you receive a first offer can reduce anchoring: The simple act of reminding yourself that you can choose any counteroffer expands the range of options you consider, helping you negotiate on your own terms.
- DOI
- 10.63383/ortw6373
- Volume
- 67
- Issue
- 4
- Language
- en
- Sources
- crossref openalex