Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational...

We investigate compensation design in tight labor markets. With private information about firm productivity, firms prefer competing for workers by raising fixed wages. However, workers in better bargaining positions often prefer negotiating for higher bonuses or option pay. We characterize when...

The guide is a summary of the Anthony Jacks' full Negotiations book, which offers all you need to know to get the most out of negotiations whether with existing and new clients or negotiating one-off or long term projects. A must for any employee, manager, freelancer or business owner.