{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,11,4]],"date-time":"2026-11-04T01:19:25Z","timestamp":1793755165316,"version":"4.6.1"},"reference-count":64,"publisher":"American Psychological Association (APA)","issue":"4","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["Journal of Personality and Social Psychology"],"DOI":"10.1037\/0022-3514.81.4.657","type":"journal-article","created":{"date-parts":[[2005,10,4]],"date-time":"2005-10-04T14:11:13Z","timestamp":1128435073000},"page":"657-669","source":"Crossref","is-referenced-by-count":619,"title":["First offers as anchors: The role of perspective-taking and negotiator focus."],"prefix":"10.1037","volume":"81","author":[{"given":"Adam D.","family":"Galinsky","sequence":"first","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Thomas","family":"Mussweiler","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"15","published-online":{"date-parts":[[2001]]},"reference":[{"key":"r1_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.73.2.305"},{"key":"r2_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/h0033368"},{"key":"r3_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.50.3.492"},{"key":"r4_10.1037\/0022-3514.81.4.657","doi-asserted-by":"crossref","unstructured":"Chapman. The limits of anchoring. 7 223 1994","DOI":"10.1002\/bdm.3960070402"},{"key":"r5_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1999.2841"},{"key":"r6_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/h0024997"},{"key":"r7_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.44.1.113"},{"key":"r8_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1207\/s15324834basp2001_3"},{"key":"r9_10.1037\/0022-3514.81.4.657","unstructured":"Englich."},{"key":"r10_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0096-1523.1.3.288"},{"key":"r11_10.1037\/0022-3514.81.4.657","doi-asserted-by":"crossref","first-page":"422","DOI":"10.1017\/CBO9780511809477.032","article-title":"Debiasing.","volume-title":"Judgment under uncertainty: Heuristics and biases","author":"Fischhoff","year":"1982"},{"key":"r12_10.1037\/0022-3514.81.4.657","volume-title":"Getting to yes: Negotiating agreement without giving in.","author":"Fisher","year":"1991"},{"key":"r13_10.1037\/0022-3514.81.4.657","article-title":"The self and the group: The role of perspective-taking in improving out-group evaluations.","volume-title":"Research on managing in teams and groups","volume":"Vol. 4","author":"Galinsky"},{"key":"r14_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 1999"},{"key":"r15_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2000a"},{"key":"r16_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2000b"},{"key":"r17_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.78.4.708"},{"key":"r18_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2000"},{"key":"r19_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2001"},{"key":"r20_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2000"},{"key":"r21_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky."},{"key":"r22_10.1037\/0022-3514.81.4.657","unstructured":"Galinsky. 2001"},{"key":"r23_10.1037\/0022-3514.81.4.657","first-page":"189","article-title":"Thinking lightly about others: Automatic components of the social inference process.","volume-title":"Unintended thought","author":"Gilbert","year":"1989"},{"key":"r24_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.78.2.211"},{"key":"r25_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.75.2.332"},{"key":"r26_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(86)90005-1"},{"key":"r27_10.1037\/0022-3514.81.4.657","doi-asserted-by":"crossref","DOI":"10.1017\/CBO9780511809477","volume-title":"Judgment under uncertainty: Heuristics and biases.","author":"Kahneman","year":"1982"},{"key":"r28_10.1037\/0022-3514.81.4.657","first-page":"49","article-title":"A classroom study of the dilemmas in interpersonal negotiations.","volume-title":"Strategic interaction and conflict","author":"Kelley","year":"1966"},{"key":"r29_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.80.6.942"},{"key":"r30_10.1037\/0022-3514.81.4.657","volume-title":"The manager as negotiator: Bargaining for cooperation and competitive gain.","author":"Lax","year":"1986"},{"key":"r31_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/h0031207"},{"key":"r32_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1016\/0022-1031(68)90068-1"},{"key":"r33_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.47.6.1231"},{"key":"r34_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.37.11.2098"},{"key":"r35_10.1037\/0022-3514.81.4.657","volume-title":"The nature of managerial work.","author":"Mintzberg","year":"1973"},{"key":"r36_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1998.2814"},{"key":"r37_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.77.1.52"},{"key":"r38_10.1037\/0022-3514.81.4.657","first-page":"135","article-title":"Comparing is believing: A selective accessibility model of judgmental anchoring.","volume-title":"European review of social psychology","volume":"Vol. 10","author":"Mussweiler","year":"1999a"},{"key":"r39_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1006\/jesp.1998.1364"},{"key":"r40_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.78.6.1038"},{"key":"r41_10.1037\/0022-3514.81.4.657","doi-asserted-by":"crossref","first-page":"1142","DOI":"10.1177\/01461672002611010","article-title":"Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility.","volume":"26","author":"Mussweiler","year":"2000","journal-title":"Personality and Social Psychology Bulletin","ISSN":"https:\/\/id.crossref.org\/issn\/0146-1672","issn-type":"print"},{"key":"r42_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.2307\/2523017"},{"key":"r43_10.1037\/0022-3514.81.4.657","volume-title":"Cognition and rationality in negotiation.","author":"Neale","year":"1991"},{"key":"r44_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(87)90046-X"},{"key":"r45_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1111\/j.1559-1816.1989.tb01221.x"},{"key":"r46_10.1037\/0022-3514.81.4.657","unstructured":"Purdy. 1997"},{"key":"r47_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.42.4.593"},{"key":"r48_10.1037\/0022-3514.81.4.657","volume-title":"The art and science of negotiation.","author":"Raiffa","year":"1982"},{"key":"r49_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.32.5.880"},{"key":"r50_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1016\/0022-1031(78)90021-5"},{"key":"r51_10.1037\/0022-3514.81.4.657","first-page":"249","article-title":"The different routes to social judgments: Experiential versus informational strategies.","volume-title":"The construction of social judgments","author":"Strack","year":"1992"},{"key":"r52_10.1037\/0022-3514.81.4.657","first-page":"579","article-title":"Awareness of influence as a precondition for implementing correctional goals.","volume-title":"The psychology of action: Linking cognition and motivation to behavior","author":"Strack","year":"1996"},{"key":"r53_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.73.3.437"},{"key":"r54_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.108.3.515"},{"key":"r55_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.120.3.396"},{"key":"r56_10.1037\/0022-3514.81.4.657","doi-asserted-by":"crossref","first-page":"1124","DOI":"10.1126\/science.185.4157.1124","article-title":"Judgment under uncertainty: Heuristics and biases.","volume":"185","author":"Tversky","year":"1974","journal-title":"Science","ISSN":"https:\/\/id.crossref.org\/issn\/0036-8075","issn-type":"print"},{"key":"r57_10.1037\/0022-3514.81.4.657","volume-title":"A behavioral theory of labor negotiations.","author":"Walton","year":"1965"},{"key":"r58_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.68.1.36"},{"key":"r59_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1007\/BF01000331"},{"key":"r60_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1994.1017"},{"key":"r61_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.116.1.117"},{"key":"r62_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/0096-3445.125.4.387"},{"key":"r63_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(89)90035-6"},{"key":"r64_10.1037\/0022-3514.81.4.657","doi-asserted-by":"publisher","DOI":"10.1037\/h0036013"}],"container-title":["Journal of Personality and Social Psychology"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/psycnet.apa.org\/journals\/psp\/81\/4\/657.pdf","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2024,2,6]],"date-time":"2024-02-06T15:35:20Z","timestamp":1707233720000},"score":1,"resource":{"primary":{"URL":"https:\/\/doi.apa.org\/doi\/10.1037\/0022-3514.81.4.657"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2001]]},"references-count":64,"aliases":["10.1037\/\/0022-3514.81.4.657"],"journal-issue":{"issue":"4","published-online":{"date-parts":[[2001]]}},"alternative-id":["2001-18605-008","11642352"],"URL":"https:\/\/doi.org\/10.1037\/0022-3514.81.4.657","relation":{},"ISSN":["1939-1315","0022-3514"],"issn-type":[{"value":"1939-1315","type":"electronic"},{"value":"0022-3514","type":"print"}],"subject":[],"published":{"date-parts":[[2001]]}}}