Negotiation Research

Not taking no for an answer

Have you ever done business with a negotiator who just won’t stop asking for more? A sense of entitlement may be to blame, Lukas Neville of the University of Manitoba in Winnipeg, and Glenda M. Fisk of Queen’s University in Kingston, Ontario, found in a new study.
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When men are—and aren’t—more likely to negotiate than women

Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year.
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Too guilty to compete?

Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran is the first to examine whether feeling guilty affects our competitive drive.
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Have you tried a hypothetical question?

In a new paper published in the Negotiation Journal, University of Amsterdam researchers Diyan Nikolov Grigorov and A. Francisca Snoeck Henkemans suggest that a particular kind of question may be especially useful when delivering offers and proposals in negotiation: hypothetical ones.
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Bringing mediation into the technological era

Laptops, smartphones, databases, and project-management software have become common tools of the negotiation trade. Meanwhile, even as online dispute resolution has risen in popularity, the traditional practice of inperson mediation remains a largely technology-free zone, with smartphones often turned off and tucked away.
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Should you tell them a story?

Persuasion strategies like alluding to a product’s popularity and prompting concessions by offering potential customers “free gifts” have proven useful for business negotiators who are trying to shine the best light on their offers.
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Why displays of anger can backfire

When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands of them and offer them higher concessions than when dealing with happy opponents, University of Amsterdam professor Gerben A. Van Kleef has found in his research.
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In email negotiations, when they’re happy, do you know it?

Negotiators’ expressions of emotion offer critical feedback about their preferences, offers, fears, and other information, yet emotions can be notoriously difficult to interpret accurately.
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Keeping advisers on our side

Before and during a negotiation, we often seek advice from others about whom to approach, what to offer, what to accept, and how to navigate an unfamiliar process. Whether our advisers are experienced agents negotiating on our behalf or friends sharing their personal experience, we weigh their advice and decide whether or not to follow it.
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When all we can see is red

The ability to take another person’s perspective is a valuable negotiation skill. Perspective taking enhances the discovery of joint gains in negotiation, makes groups more effective, reduces stereotypical thinking, and aids in conflict resolution, to name just a few benefits.
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