An environmental group haggling over an emissions policy. A legislator proposing a budget for a new social program. A heated debate with your spouse over who takes out the garbage. Negotiations in which someone will have to bear a cost are contentious, much more contentious – and therefore likely to lead to impasses – than negotiating over benefits (such as a year-end bonus, for instance). Individuals irrationally resist costs much more vigorously than they pursue equivalent benefits. This...


To read this article and start a full year of unlimited online access, subscribe now!

Already a subscriber?

Need to register for your premium online access,
which is included with your paid subscription?

Tracker Pixel for Entry