Negotiators Should Decrease Concessions Across Rounds
By Kiansiong Tey, Roderick Swaab, Michael Schaerer, Nikhil Madan
INSEAD Knowledge | November 2021
INSEAD Knowledge | November 2021
Citation
Tey, Kiansiong., Swaab, Roderick., Schaerer, Michael., Madan, Nikhil. Negotiators Should Decrease Concessions Across Rounds INSEAD Knowledge .
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INSEAD Knowledge, 2021
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Nikhil Madan is an Assistant Professor of Organisational Behaviour at the Indian School of Business (ISB).He holds a PhD in Organisational Behaviour from INSEAD, an MS in Quantitative Economics from the Indian Statistical Institute, and a Bachelor’s degree in Economics from the University of Delhi.
Professor Madan's research has been published in leading outlets such as Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Processes, Organization Science, and Harvard Business Review. He teaches negotiation and decision-making at ISB.

Nikhil Madan