• The secret to successful negotiating

    Sanae Okamoto     |      November 8, 2021

    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

    Open Forum     |      October 3, 2021

    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.