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First-offer effects are smaller in more complex negotiation settings. Two subsequent experiments test seven simultaneous mechanisms to gather insights on the relative importance of cognitive, emotional, and interpersonal effects."},{"key":"10.1016\/j.copsyc.2026.102417_bib72","unstructured":"The authors provide a comprehensive review of impasses in negotiations, contrast the importance of impasses in the real world with their sparse consideration in prior research, and state that many experimental task are biased towards agreement. The novel Impasse Cause, Type, and Resolution model (ICTR) differentiates between wanted, forced, and unwanted impasses, and proposes resolutions for different causes and types."},{"key":"10.1016\/j.copsyc.2026.102417_bib73","unstructured":"The authors introduce the economic relevance of relational outcomes (ERRO), a continuum capturing how much a negotiator\u2019s economic payoff depends on the post\u2013deal relationship. The concept holds great importance for first offers: In high-ERRO contexts (e.g., hiring a tutor), less assertive offers that forego economic value but preserve the relationship are likely the better choice."},{"key":"10.1016\/j.copsyc.2026.102417_bib74","unstructured":"The authors experimentally examine how seven different first-offer magnitudes affect counteroffers, attitudes, and ultimately hiring decisions in a recruitment context. While a favorable anchoring effect emerges, it diminishes for very high offers; these also reduce interpersonal liking and the hiring probability. The authors thus propose that first offers should be reasonable instead of extreme in recruitment contexts."},{"key":"10.1016\/j.copsyc.2026.102417_bib75","unstructured":"The authors investigate the relationship between buyers' first offers, final sale prices, and impasse likelihood in over 26 million eBay negotiations, thus integrating two key negotiation outcomes. The analyses reveal a linear anchoring effect and a nonlinear, quartic impasse risk effect with three distinct zones; results identify the \u201cideal\u201d trade-off between strong anchoring and low impasse risk for first offers at 80% of the sellers' list price."},{"key":"10.1016\/j.copsyc.2026.102417_bib76","unstructured":"This one of few exceptions that tests the interplay of multiple first-offer features: the authors investigate how first-offer precision and accompanying rationales interact in salary negotiations. While the seminal precision advantage on counteroffers is replicated, neither main effects for rationales nor interaction effects emerge, thus raising novel questions on the context-dependence and on potential moderators of the rationale effects."},{"key":"10.1016\/j.copsyc.2026.102417_bib77","unstructured":"The authors conduct a structured literature review of 119 first-offer studies, propose a unified definition of first offers in negotiations, and summarize prior findings in a process model of antecedents, characteristics, processes, and outcomes. The authors further summarize results on moderators (e.g., culture, time constraints, gender) and identify important research gaps."},{"key":"10.1016\/j.copsyc.2026.102417_bib78","unstructured":"Across multiple experiments, the authors show that lesbian women, like heterosexual men, receive more favorable first offers than heterosexual women and gay men due to differing ascriptions of dominance. The authors thus highlight how first offers systematically differ as a function of interpersonal perception."}],"container-title":["Current Opinion in Psychology"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26001557?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X26001557?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2026,9,8]],"date-time":"2026-09-08T00:25:51Z","timestamp":1788827151000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S2352250X26001557"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2027,2]]},"references-count":78,"alternative-id":["S2352250X26001557"],"URL":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102417","relation":{},"ISSN":["2352-250X"],"issn-type":[{"value":"2352-250X","type":"print"}],"subject":[],"published":{"date-parts":[[2027,2]]},"assertion":[{"value":"Elsevier","name":"publisher","label":"This article is maintained by"},{"value":"The influential first offer: How to advance a negotiation classic by integrating features, mechanisms, and outcomes","name":"articletitle","label":"Article Title"},{"value":"Current Opinion in Psychology","name":"journaltitle","label":"Journal Title"},{"value":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102417","name":"articlelink","label":"CrossRef DOI link to publisher maintained version"},{"value":"article","name":"content_type","label":"Content Type"},{"value":"\u00a9 2026 The Authors. Published by Elsevier Ltd.","name":"copyright","label":"Copyright"}],"article-number":"102417"}}