Data for the dissertation "The effect of response timing in negotiations" - Paper "Countering the First-Offer Anchor: How Counteroffer Timing and Magnitude Affect Distributive Negotiation Outcomes"

The dataset consists of survey data that form the empirical basis for the results of the paper "Countering the First-Offer Anchor: How Counteroffer Timing and Magnitude Affect Distributive Negotiation Outcomes" as part of the cumulative dissertation "The effect of response timing in negotiations". The study investigated the effects of counteroffer timing (early vs. late) and magnitude (ambitious vs. accommodating) on negotiation outcomes. In a controlled laboratory experiment (N = 213), the researchers examined the interplay of these factors, focusing on the impact of buyers' counteroffers on sellers' pricing behavior, psychological perceptions, and the likelihood of reaching an agreement in a synchronous, distributive bargaining scenario. Consistent with anchoring theory, ambitious counteroffers led to lower expected sale prices. At the same time, however, they also increased the risk of impasses. Notably, the authors also identified a novel counteroffer timing effect: later counteroffers, particularly when accommodating, increased the perceived eagerness of the countering buyer to reach an agreement, resulting in a higher perceived likelihood of successfully reaching an agreement by sellers. Conversely, later and ambitious counteroffers exacerbated the impasse risk and reduced sellers’ perceptions of buyer effort and morality.