{
  "title": "Negotiation: should you name your price first?",
  "url": "https://www.shr.swiss/blog/negociation-premiere-offre-ancrage-et-preparation-en",
  "language": "en",
  "datePublished": "2025-11-30",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "The first offer can shape a negotiation. Research nevertheless suggests distinguishing the advantage of speaking first from the ability to understand the other party’s constraints.",
  "section": "Research",
  "topic": "Communication",
  "place": {
    "name": "Geneva",
    "region": "Genève",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Adam Galinsky and Thomas Mussweiler (2001, Journal of Personality and Social Psychology) show, in experimental negotiations, that first offers act as anchors and that the negotiators making them generally achieve more favourable outcomes."
    },
    {
      "heading": "Understanding interests rather than guessing a figure",
      "point": "Adam Galinsky, William Maddux, Debra Gilin and Judith White (2008, Psychological Science) distinguish perspective taking, which involves considering the situation from another person’s viewpoint, from empathy, which focuses more on their feelings."
    },
    {
      "heading": "The hasty conclusion",
      "point": "One might conclude that negotiators should always speak first and name an ambitious figure."
    },
    {
      "heading": "What the evidence cannot guarantee",
      "point": "These findings come from experimental settings: they do not guarantee the same effect in ongoing commercial relationships subject to regulatory obligations or institutional mandates."
    },
    {
      "heading": "A practical check in Genève",
      "point": "Within SHR’s “Communication” programme, one possible check would use simulations tailored to these sectors, alternating usual preparation with preparation that explicitly identifies the negotiator’s own target, alternatives and assumptions about the other party’s constraints."
    }
  ],
  "sources": [
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "White",
      "year": "2008",
      "source": "Psychological Science"
    }
  ],
  "wordCount": 423,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-11-30-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-premiere-offre-ancrage-et-preparation",
    "en": "https://www.shr.swiss/blog/negociation-premiere-offre-ancrage-et-preparation-en",
    "de": "https://www.shr.swiss/blog/negociation-premiere-offre-ancrage-et-preparation-de",
    "it": "https://www.shr.swiss/blog/negociation-premiere-offre-ancrage-et-preparation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/communication/geneve",
    "city": "https://www.shr.swiss/formations-ville/geneve",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}