From The Economist print edition | Inside a deal | Economist.com
"JUDGED by the number of times that negotiations are said to have ended in a “win-win situation”, striking a successful deal might seem easy. There are, after all, shelves full of books offering advice about how to succeed as a negotiator.
The main tip is to gain bargaining power by understanding the person on the other side of the table. But what exactly does a negotiator need to know about his antagonist? In a series of experiments a team of researchers have come up with some intriguing answers in a report just published in Psychological Science."
