leadership1 publisher
Kellogg faculty put the negotiating advantage with the side that opens and waits
Victoria Medvec says the party who moves first usually does better, but not before a job offer exists. Caio Waisman's eBay data adds that the side who already made the offer gains again by answering slowly.
Publishers:insight.kellogg.northwestern.edu
Reality
- Evidence38
- Adoption
- Insufficient
- Hype gap+25
- Incentives66
- Confidence45