Price Negotiation

“Save from 30% to 50% today!” Range offers like this—advertising flexible price options within a fixed range—are a popular marketing strategy. Surprisingly, however, we know little about how customers react to such offers. Shedding light on this underexplored topic, HKUST’s Prof. Linying (Sophie) Fan and her colleagues propose and test a novel theory: the ... 閱讀更多

The old adage, “You can catch more flies with honey than vinegar,” suggests that it is easier to get what we want by being nice and flattering to others, than it is to be tough and demanding. We explored whether this rule of thumb holds true in a negotiation context. In four experiments, both in the laboratory and in the field, we find that negotiators who ... 閱讀更多