Negotiating

Negotiating

Deal making at the international, business, and interpersonal levels involves a variety of emotional, social, and language factors that lead to a final agreement — or a stalemate.

  • Angry negotiators can make irrational decisions that lead to lower offers, but researchers from Saarland University demonstrate that a simple self-regulation plan can help cooler heads prevail. ... More

    Anger Derails Negotiations, Unless You Have a Plan

    Angry negotiators can make irrational decisions that lead to lower offers, but researchers from Saarland University demonstrate that a simple self-regulation plan can help cooler heads prevail. ... More

  • Psychological scientists find that a bit of schmoozing may help men—but not women—walk away from a negotiation with a better deal, as well as better long-term business relationships... More

    A high-angle view of a businessman and a businesswoman sitting in the office building lobby and using a tablet computer

    Chatting Before Negotiations Benefits Men More Than Women

    Psychological scientists find that a bit of schmoozing may help men—but not women—walk away from a negotiation with a better deal, as well as better long-term business relationships... More

  • A new study shows just how critical word choice becomes in softening long-standing conflicts — including geopolitical clashes... More

    What is Grammar’s Role in Conflict?

    A new study shows just how critical word choice becomes in softening long-standing conflicts — including geopolitical clashes... More

  • Negotiators are thought to bolster their power when they come to the table with viable alternatives, no matter how weak. But research from an international team of psychological scientists suggests that powerlessness can sometimes be an advantage... More

    Negotiating with Nothing Holds Surprise Benefits

    Negotiators are thought to bolster their power when they come to the table with viable alternatives, no matter how weak. But research from an international team of psychological scientists suggests that powerlessness can sometimes be an advantage... More

  • A series of experiments reveal whether people who trust their feelings (and those who do not) handle themselves in the art of negotiation... More

    Deal or No Deal? The Role of Emotions in Negotiating Offers

    A series of experiments reveal whether people who trust their feelings (and those who do not) handle themselves in the art of negotiation... More

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