Currently browsing "Negotiation"
A sample of new research exploring: folk explanations of behavior; exposure to collective trauma and responses to acute stress; and dual-hormone changes and bargaining performance. ... More>
A new study finds that fluctuations in testosterone and cortisol can influence the social and economic outcomes of a negotiation. ... More>
From starting salaries to used car prices, negotiators who proposed a range ended up with better deals than those who offered a single figure. ... More>
Powerlessness in negotiations can have unexpected advantages, leading individuals to make more aggressive offers that achieve superior outcomes. ... More>