Explore in-depth articles on negotiation psychology, strategy, and real-world practice. You will find analyses, models, and thought-provoking perspectives that help you structure negotiations with greater clarity, understand human dynamics, and make decisions with confidence.
The government knows your income, your marital status, and your tax history. Your bank knows your credit obligations and your credit score. Your employer knows the salary bands across the entire department and three other candidates who would sign for…
Donald Trump presents himself as a “great dealmaker.” Negotiation scholarship paints a very different picture. Four of the most influential negotiation researchers of our time have examined Trump’s approach. Their independent assessments converge on a remarkably consistent diagnosis: Short-term pressure…
When you think of negotiations, you often see a tug-of-war: two sides, one resource. This thought pattern characterises the approach of even experienced negotiators - a phenomenon known as Fixed-pie bias is labelled. The error in thinking is to regard the interests…
Whether a negotiation is successful depends not only on facts and tactics, but also heavily on the personality of the negotiator. If you understand how characteristics such as openness, assertiveness or empathy shape the outcome, you can make targeted use…
