Monday, November 18, 2013
Negotiators are not willing to trade some goals for money
Frank Rose writes in the New York Times' interesting "Gray Matter" series that, when "Faced with mundane choices, people will readily alter their behavior in response to money." On the other hand, "When sacred values are in play, studies show, any proposal of economic incentives to make a deal is liable to backfire." Financial incentives can trigger "intensely negative emotions."