• Home
  • About
  • Events
  • Global Engagement
  • Contact Us
  • Home
  • About
  • Events
  • Global Engagement
  • Contact Us
  • IDC Herzliya
    Office of the Provost
    Office of Research and Global Engagement

  • Research@IDC

  • Research@IDC
    • Home
    • About
    • Events
    • Global Engagement
    • Contact Us
    • Home
    • About
    • Events
    • Global Engagement
    • Contact Us

    The Researcher-Practitioner Paradox: The Case of First versus Second-mover Advantage in Negotiation

    July 30, 2019
    Dr. Yossi Maaravi is the Vice Dean of the Adelson School of Entrepreneurship at IDC Herzliya
    Dr. Yossi Maaravi

     

    Yossi Maaravi’s latest Israel Science Foundation-funded research project explores an existing paradox between first and second-mover advantage in a negotiation setting. Literature on behavioral decision-making and negotiations to date usually advocates a first-mover advantage in negotiations and bases this preference on the anchoring heuristic. However, recent research describes a Practitioner-Researcher Paradox, where negotiation practitioners and experts advise the exact opposite and prefer to move second in negotiation.

    This project aims to help solving this paradox by investigating two of the main factors predicting and explaining first versus second-mover advantage in negotiation, namely: power and strategy.

    The research is endorsed by Prof. Adam Galinsky, Vikram S. Pandit Professor of Business at Columbia University.

    Dr. Yossi Maaravi is the Vice Dean of the Adelson School of Entrepreneurship at IDC Herzliya. His research delves into topics such as decision-making; negotiation; entrepreneurship; and creativity and innovation. Besides academic teaching and research, Dr. Maaravi has vast field experience both as an entrepreneur and as a management consultant working with leading Israeli companies.

    Posted in: General
    « Previous
    Next »
    Recent Posts
    • Self Conversation in Virtual Reality Embodiment to Enhance Healthier Lifestyles Among Obese People (Socrates) June 3, 2020
    • Cross-Border State of Emergency: Management of the Coronavirus Crisis in Israel and the Palestinian Territories May 24, 2020
    • Rediscovering the lost Penfield homunculus contribute to understand the links between Body and Mind February 4, 2020
    • Tell me who you are and I will tell you which SNS you use: SNSs participation January 20, 2020
    • ERC Starting Grant “Homomorphic Secret Sharing: Secure Computation and Beyond” September 15, 2019
    Archives
    • June 2020
    • May 2020
    • February 2020
    • January 2020
    • September 2019
    • July 2019
    • March 2019
    • February 2019
    • January 2019
    • November 2018
    • October 2018
    • August 2018
    • July 2018
    • June 2018
    • April 2018
    • January 2018
    • November 2017
    • October 2017
    • June 2017
    • April 2017
    • March 2017
    • February 2017
    • January 2017
    • December 2016
    • October 2016
    • September 2016
    • August 2016
    • June 2016
    • May 2016
    • April 2016
    • March 2016
    Subscribe to Research


     

    Feed
    • RSS
    Research@IDC
    HTMLine - בניית אתרים
    Scroll to top
    Skip to content
    Open toolbar

    Accessibility Tools

    • Increase Text
    • Decrease Text
    • Grayscale
    • High Contrast
    • Negative Contrast
    • Light Background
    • Links Underline
    • Readable Font
    • Reset