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ERIC Number: EJ945866
Record Type: Journal
Publication Date: 2007-Jul
Pages: 13
Abstractor: As Provided
Reference Count: 43
ISSN: ISSN-0021-9010
The Timing and Function of Offers in U.S. and Japanese Negotiations
Adair, Wendi L.; Weingart, Laurie; Brett, Jeanne
Journal of Applied Psychology, v92 n4 p1056-1068 Jul 2007
The authors examined the function of offers in U.S. and Japanese integrative negotiations. They proposed that early 1st offers begin information sharing and generate joint gains in Japan but have an anchoring effect that hinders joint gains in the United States. The data from the negotiation transcripts of 20 U.S. and 20 Japanese dyads supported 2 hypothesized interactions: Early offers generated higher joint gains for Japanese negotiators and lower joint gains for U.S. negotiators, and the exchange of information prior to the 1st offer generated higher joint gains for U.S. negotiators and lower joint gains for Japanese negotiators. Additional analyses supported predictions that early offer patterns represent information gathering in Japanese negotiations and information consolidation in U.S. negotiations. The results contribute to theories of negotiation and culture by showing that the use and efficacy of early offers and information exchange differ across cultures. (Contains 2 tables, 5 footnotes and 3 figures.)
American Psychological Association. Journals Department, 750 First Street NE, Washington, DC 20002-4242. Tel: 800-374-2721; Tel: 202-336-5510; Fax: 202-336-5502; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: Japan; United States