Category Archives: Management and Strategy

Does Eating Together Improve Negotiations?

Researchers have recently started to examine the act of eating together while negotiating and its impact on the final deal. While most of us would expect that sharing a meal would positively affect our negotiation outcomes, the findings point to a more nuanced and strategic choice. Indeed, the effect of food and its presentation on negotiation outcomes can vary depending on individual circumstances.
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How Airbnb went from renting air beds for $10 to a $30 billion hospitality behemoth

Screen Shot 2018-08-12 at 1.17.59 PMWhen we first wrote about the company a decade ago, it was a spare website cobbled together by its founders for the low low price of $20,000. In the years since, the marketplace Airbnb created has radically transformed the rental landscape in cities, created an entirely new hospitality market and surged to a valuation of roughly $31 billion. Read more>>

Imagine Alternatives to Negotiate More Ambitiously

Mentally simulating an attractive alternative can provide some of the advantages that real alternatives typically offer. In our recent paper, “Imaginary Alternatives: The Effects of Mental Simulation on Powerless Negotiators”, forthcoming in the Journal of Personality and Social Psychology, we found that negotiators can actually reap some of the benefits that alternatives offer by mentally simulating having an attractive alternative. Read more>>