Currently browsing "Negotiation"

Chatting Before Negotiations Benefits Men More Than Women

A bit of chitchat before a negotiation helped men—but not women—snag better financial offers for a job contract. ... More>


New Research From Psychological Science

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>


Two Hormones Predict Negotiators’ Success

A new study finds that fluctuations in testosterone and cortisol can influence the social and economic outcomes of a negotiation. ... More>


The worst question you could ask women in a job interview


Offering a Range of Numbers Can Lead to an Edge in Negotiations

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>