Whether it's your salary or your cable bill, a lot of life is up for negotiation.
Here's what works, according to the research.
Know your context.
Is the negotiation one-shot or long-term?
In "The Mind and the Heart of the Negotiator," Kellogg management professor Leigh Thompson notes that the interaction between a customer and the waitstaff at a highway roadside diner is one of the few one-shot negotiations that happen in life — there's little chance that patron or staff will see each other again.
But every other negotiation is long-term,
