Research and Whitepapers

A half-century of social science on negotiation has yielded many insights. Our own research builds on what previous experts, scholars, and practitioners have shown. We’ve surveyed hundreds upon hundreds of everyday negotiators, comparing their habits to those of experts and linking their practices to various negotiation outcomes. These results provide an empirical basis for the approaches we encourage.

Predicting negotiation success

We examine how the Five Dramas predict satisfaction and outcomes for everyday negotiations. We also consider how some other approaches—such as lying and tough tactics—fare.

Experts versus novices

We compare expert negotiators to novices, looking at where their approaches differ.

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