What Can Principal Agent Theory Teach Negotiators?

Is there a gap between you and your agent's incentives?

There are times when something is being negotiated that we choose to not go it alone. Instead, we decide that we need some help. When this happens we may bring in an agent to represent us to the other side . However, this can cause problems. If you do this, you wonder whether you can … Read more What Can Principal Agent Theory Teach Negotiators?

How Would You Negotiate If You Had No Authority…?

When we talk about what it takes to be successful in your next sales negotiation, we often talk about how much authority you can bring to your side of the table. Your basic goal needs to be to show up to the negotiation with as much authority as you can bring – you are “the … Read more How Would You Negotiate If You Had No Authority…?