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New Research From Psychological Science
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
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Two Hormones Predict Negotiators’ Success
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
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The worst question you could ask women in a job interview
The Washington Post: During a recent talk in Washington, Google’s “people operations” chief Laszlo Bock said something notable about fixing the equal pay conundrum. While he admitted that men tend to negotiate more than women, what he didn’t
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Offering a Range of Numbers Can Lead to an Edge in Negotiations
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
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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.
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Is Powerlessness the Key to Successful Negotiation?
The Huffington Post: Leigh Steinberg, the real-life inspiration for the title character in the film Jerry Maguire, is one of the most successful agents in the history of American sports. He is also a master negotiator.
