Negotiation Research

What should your first offer be in a negotiation? The question doubtless has led to sleepless nights for negotiators who understand that the first offer in a negotiation tends to have a strong anchoring effect on the haggling that may follow. Because even extreme offers can pull the discussion in their direction, the question of how high or low an opening offer to make is a critical one.

Negotiators are often taught that the more alternatives they have, the more fortunate they are. If it’s good to have one strong best alternative to a negotiated agreement, or BATNA, then it’s better to have many alternatives, right? Not necessarily, results from a new study by Michael Schaerer of INSEAD and his colleagues show. In

Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox. Whether we work in politics, business, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one another to

Males and females react to one-on-one conflict differently, research suggests, and perhaps from an early age. Irreconcilable conflicts are more likely to disintegrate the activities and social groups of girls than those of boys, studies have found. Male college roommates were less likely than females to become embroiled in conflicts that led them to change