"Why everything you've learned about negotiating is wrong, and how to do it right, by an acclaimed teacher and practitioner of the art. For the last twenty years, David Sally has taught negotiation at leading business schools and to executives at top companies worldwide, and now he wants to...

Standard game theory turns a blind eye toward social interaction between the players in a game. Hence, a given game offers the same set of equilibria regardless of the identities of the players and the specifics of the social context. The predictive value of game theory is severely limited as a...

The notion of sympathy is analyzed in the setting of coordination between duopolists, and in the setting of the sale of a used car of possibly low quality. In both cases, the analysis suggests a number of empirical regularities concerning the effects of social interaction, physical distance, and...

The notion of sympathy is analyzed in the setting of coordination between duopolists, and in the setting of the sale of a used car of possibly low quality. In both cases, the analysis suggests a number of empirical regularities concerning the effects of social interaction, physical distance, and...

The theory of principled or problem-solving negotiation assumes that negotiators are able to identify their interests (or what they really want) in a negotiation. Recent research on effective forecasting calls this assumption into question. In this paper, which will appear in a forthcoming...