Precise asking-prices (e.g., $249,800), compared with round ones (e.g., $250,000), are stronger anchors, leading buyers to counter closer to the asking-price. This ‘precision effect’ is driven by (i) higher evaluation of the seller's competence, and (ii) buyers using a finer-grained numerical scale when the asking-price is precise compared with round. But are buyers more susceptible to precise anchors, the more they take the seller's perspective? If so, what are the underlying mechanisms leading to this increased susceptibility? We examine the potential moderating role of trait (Experiment 1) and manipulated (Experiment 2) perspective-taking on the price precision effect and its underlying mechanisms. We test the prediction that the more buyers take the seller's perspective, the more they will evaluate a precise-opening seller as competent, which in turn will increase buyers' susceptibility to precise prices (H1). We further test two competing predictions regarding the moderating role (H2a) of perspective-taking versus lack thereof (H2b) on buyers' use of a finer-grained numerical scale when countering a precise asking-price. Results revealed that precise asking-prices lead to counteroffers closer to the asking-price. This price precision effect was driven by the scale granularity, but not the perception of seller's competence mechanism. Further, perspective-taking did not moderate the price precision effect. Exploratory analyses revealed that perspective-taking leads to higher perception of seller's competence, which in turn leads to counteroffers that are closer to the asking-price. Overall, both price precision and perspective-taking shape counteroffers (but not in an interaction), making the two factors important in negotiation processes.

与圆形价格（例如 250,000 美元）相比，精确的要价（例如 249,800 美元）是更强的锚，导致买家在更接近要价的情况下进行反击。这种精确效应'是由（i）对卖方能力的更高评价，以及（ii）当要价与圆形相比时，买方使用更细粒度的数字尺度。但买家是否更容易受到精确锚定的影响，他们越多地站在卖家的角度？如果是这样，导致这种敏感性增加的潜在机制是什么？我们研究了特征（实验 1）和操纵（实验 2）对价格精确效应及其潜在机制的潜在调节作用。我们检验了这样的预测，即买家越多地站在卖家的角度，他们就越会评估一个精确开仓的卖家是否有能力，这反过来会增加买家对精确价格的敏感性（H1）。我们进一步测试了两个相互竞争的预测，即观点采取的调节作用 (H2a) 与缺乏视角的调节作用 (H2b) 对买家在应对精确要价时使用更细粒度的数字量表的影响。结果表明，精确的要价导致还价更接近要价。这种价格精度效应是由规模粒度驱动的，而不是对卖方能力机制的感知。此外，采取观点并没有缓和价格精确效应。探索性分析表明，换位思考会导致对卖方能力的更高认识，这反过来会导致更接近要价的还价。总体而言，价格精确和观点形成还价（但不是在互动中），这使得这两个因素在谈判过程中很重要。