The secret to successful negotiating

Whether we are aware of it or not, people negotiate in every aspect of their daily lives – from persuading a child to eat its vegetables or haggling over the future of the planet at COP26 in Glasgow.

The fine art of haggling

In a negotiation, how tough should your first offer be? New research in behavioural economics shows the first offer can have a significant impact on the eventual outcome, and if you try to drive too hard a bargain, it could backfire.