Featured Research

from universities, journals, and other organizations

He Who Hesitates ... Might Get A Bargain

Date:
June 26, 2006
Source:
University of Chicago Press Journals
Summary:
In the first article to examine bargaining behavior from a consumer perspective, researchers from the University of Maryland found that buyers gauge the success of a round of bargaining not by the final price, but by a seemingly innocuous non-verbal cue: how long the seller pauses before responding to the offer.

In the first article to examine bargaining behavior from a consumer perspective, researchers from the University of Maryland found that buyers gauge the success of a round of bargaining not by the final price, but by a seemingly innocuous non-verbal cue: how long the seller pauses before responding to the offer.

"Bargaining outcomes were perceived to be better when an offer was accepted after a delay than when it was accepted immediately, even though the actual outcomes were monetarily equivalent," report Joydeep Srivastava and Shweta Oza in the September issue of the Journal of Consumer Research.

The researchers explain that we tend to view bargaining situations as combative situations in which we either get the better of our opponent or they get the better of us. Thus we use hesitation – whether we are haggling at a flea market or negotiating a salary raise – to gauge whether our opponent is satisfied or conflicted.

"Although most bargaining situations require both cooperation and competition, it appears that for most individuals the competitive aspect of bargaining looms larger," write the authors. "Skillful bargainers may use response time effectively to influence bargaining processes and outcomes in their favor."

Reference: Joydeep Srivastava and Shweta Oza. "Effect of Response Time on Perceptions of Bargaining Outcomes" Journal of Consumer Research. June 2006.


Story Source:

The above story is based on materials provided by University of Chicago Press Journals. Note: Materials may be edited for content and length.


Cite This Page:

University of Chicago Press Journals. "He Who Hesitates ... Might Get A Bargain." ScienceDaily. ScienceDaily, 26 June 2006. <www.sciencedaily.com/releases/2006/06/060625122626.htm>.
University of Chicago Press Journals. (2006, June 26). He Who Hesitates ... Might Get A Bargain. ScienceDaily. Retrieved October 20, 2014 from www.sciencedaily.com/releases/2006/06/060625122626.htm
University of Chicago Press Journals. "He Who Hesitates ... Might Get A Bargain." ScienceDaily. www.sciencedaily.com/releases/2006/06/060625122626.htm (accessed October 20, 2014).

Share This



More Mind & Brain News

Monday, October 20, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Your Birth Season Might Determine Your Temperament

Your Birth Season Might Determine Your Temperament

Newsy (Oct. 20, 2014) A new study says the season you're born in can determine your temperament — and one season has a surprising outcome. Video provided by Newsy
Powered by NewsLook.com
Court Ruling Means Kids' Online Activity Could Be On Parents

Court Ruling Means Kids' Online Activity Could Be On Parents

Newsy (Oct. 17, 2014) In a ruling attorneys for both sides agreed was a first of its kind, a Georgia appeals court said parents can be held liable for what kids put online. Video provided by Newsy
Powered by NewsLook.com
The Best Foods To Boost Your Mood

The Best Foods To Boost Your Mood

Buzz60 (Oct. 17, 2014) Feeling down? Reach for the refrigerator, not the medicine cabinet! TC Newman (@PurpleTCNewman) shares some of the best foods to boost your mood. Video provided by Buzz60
Powered by NewsLook.com
You Can Get Addicted To Google Glass, Apparently

You Can Get Addicted To Google Glass, Apparently

Newsy (Oct. 15, 2014) Researchers claim they’ve diagnosed the first example of the disorder in a 31-year-old U.S. Navy serviceman. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:

Strange & Offbeat Stories


Health & Medicine

Mind & Brain

Living & Well

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins