price negotiation

When Resources Are Scarce, Range Pricing Offers Will Be More Attractive
FAN, Linying | LI, Xueni Shirley | JIANG, Yuwei

“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 ...

“Does Being Nice Help in Negotiation?”

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 ...