Currently browsing "Negotiation"

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>


Negotiating with Nothing Holds Surprise Benefits

Powerlessness in negotiations can have unexpected advantages, leading individuals to make more aggressive offers that achieve superior outcomes. ... More>