Experiment Data for the dissertation "The effect of response timing in negotiations" - Paper "Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 Million Asynchronous Online Negotiations"

The dataset consists of data that form the empirical basis for the results of the paper "Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 million Asynchronous Online Negotiations" as part of the cumulative dissertation "The effect of response timing in negotiations". Drawing on over 26 million real-world, asynchronous, electronically-mediated negotiations (Study 1) and a controlled experiment (Study 2), the researchers examined how the timing (early vs. late) and magnitude (ambitious vs. accommodating) of buyers' counteroffers affect negotiation outcomes - specifically, final sale price and impasse risk. In Study 1, more ambitious counteroffers were associated with lower (i.e., more favorable) final prices for buyers, yet also increased the risk of impasse. Notably, the authors also uncovered a novel timing effect: late counteroffers led to more favorable final prices and reduced impasse risk. Study 2 (N = 213) provided causal evidence in a controlled experiment, demonstrating that both ambitious (vs. accommodating) and late (vs. early) counteroffers benefit buyers in asynchronous, electronically-mediated negotiations. Interview Experiment (Web-based)