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The Trap That Skilled Negotiators Miss

Monica Wadhwa & Krishna Savani

MIT Sloan Management Review2026https://doi.org/10.63383/ortw6373article
FT50AJG 3ABDC A
Weight
0.50

What the paper says

In negotiations, first offers act as powerful psychological anchors — and even skilled negotiators struggle to escape them. New research published in the Journal of Experimental Social Psychology finds that adopting a choice mindset when you receive a first offer can reduce anchoring: The simple act of reminding yourself that you can choose any counteroffer expands the range of options you consider, helping you negotiate on your own terms.

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https://doi.org/https://doi.org/10.63383/ortw6373

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@article{monica2026,
  title        = {{The Trap That Skilled Negotiators Miss}},
  author       = {Monica Wadhwa & Krishna Savani},
  journal      = {MIT Sloan Management Review},
  year         = {2026},
  doi          = {https://doi.org/https://doi.org/10.63383/ortw6373},
}

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The Trap That Skilled Negotiators Miss

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Evidence weight

0.50

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.50 × 0.4 = 0.20
M · momentum0.50 × 0.15 = 0.07
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.