What does psychology know about negotiation?
What does psychology know about negotiation? — what studies show, and what they don't.
The research
Carnevale and Pruitt (1992, Annual Review of Psychology) show motives, expectations and perception shape outcomes as much as structure.
The limit
Dated review. (our executive and employee training programmes)
Practical check in Lugano
After each negotiation, note initial expectations and what changed them. To go further: explore the Advanced Negotiation training in Lugano, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Lugano
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