Currently browsing "Negotiation"

Getting to Yes Is Easier Than Saying No

Using specific language to frame a negotiation can make it much more difficult for people to walk away from a deal – even a bad one. ... More>

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