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Faculty & Research


What’s the Best Way to Give Ground in a Negotiation?

Journal Article
How much should you change your offer at each round of a negotiation? The stakes can be high: Give away too much and you devalue your offer; give away too little and you risk getting stuck in an impasse. The authors’ recent research shows that a rare approach to concessions - reducing the amount by which you reduce your offer each round - can yield the most value because it sends a clear signal about your final offer.

Professor of Organisational Behaviour