On why we avoid negotiating with David Hunsaker, Hong Zhang, and Alice Lee
About this episode
The episode discusses why people avoid negotiating, featuring insights from the authors of a research paper on negotiation avoidance.
In this episode, we talk with David A. Hunsaker, Hong Zhang, and Alice J. Lee , authors of the paper “Beyond Propensity: Thresholds, Costs, and Interventions in Negotiation Avoidance,” about why people often choose not to negotiate, even when negotiation could benefit them. The conversation begins with the origins of their research project on negotiation avoidance , a phenomenon that is both common and surprisingly underexamined. Starting from a relatable observation that even negotiation scholars sometimes avoid negotiating, we ask why people decide not to negotiate at all, before they ever reach the bargaining table. We discuss the paper’s finding that negotiation avoidance is widespread: more than 95% of participants reported avoiding negotiation in at least some situations, and people avoided negotiation up to 51% of the time. The episode explores why studying the decision to initiate negotiation is just as important as studying what happens once people are already engaged in the negotiation itself. The authors introduce two key concepts from the paper. The first is Threshold for Negotiation Initiation , which refers to the point at which a person decides that negotiation is…
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