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.