Negotiation

Read about the latest research published in Psychological Science: Folk Explanations of Behavior: A Specialized Use of a Domain-General Mechanism Robert P. Spunt and Ralph Adolphs Do people use similar or different cognitive processes when making sense of social and nonsocial events? Participants’ brain activity was measured while they completed a More

New research recently published in Psychological Science demonstrates that two hormones can exert a strong influence over a bargainer’s success in a negotiation: testosterone and the stress hormone cortisol. Testosterone is often associated with aggressive behavior, so we might assume that the more testosterone the better when it comes to More

New research from Columbia Business School challenges conventional wisdom about making an initial offer during a negotiation. To get the best deal, you may want to consider offering a range of options rather than a single number. Whether bargaining for catering, a new car, or a starting salary, psychological scientists More