Anchoring in a Nutshell Anchoring plays a critical role in negotiation and conflict resolution, so the party making the first offer will usually have an advantage. When the first offer establishes strong anchors, the other side will be more likely to accept the numeric (such as price) and other elements […] Read more »

Physical Distance for Integrative Agreements

Introduction Long gone are the days when all political bargaining and all sorts of social conflict resolution were done face-to-face. Nowadays a lot of it happens by distance. There are a lot of downsides to this trend, but there might be certain advantages as well: research on construal-level theory suggests that physical distance […] Read more »

Effective Emotional Appeals

Effective Emotional Appeals: More is More or More is Less? A single death is a tragedy; a million deaths is a statistic. The above quote, attributed to the Soviet dictator Joseph Stalin, contains a powerful lesson for anyone using persuasive emotional appeals. Nearly everyone understands that emotions (affect), such as […] Read more »