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...


Want more? Sorry, the full text of this article is only available to subscribers. Subscribe now.

Already a subscriber? Please log in by entering your email address and password into the red login box at the top-right corner of this page.

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

Tracker Pixel for Entry