On first offers and impasses with Martin Schweinsberg

In this episode, we focus on first offers and negotiation impasses with Martin Schweinsberg, Associate Professor of Organizational Behavior at ESMT Berlin. Drawing from his cutting-edge research, Martin reveals the science behind why first offers set the tone for negotiations, how they shape expectations, and whether making the first move truly gives you an advantage.

But what happens when negotiations hit a deadlock? Martin shares his insights on why impasses occur, the psychological traps that keep us stuck, and proven strategies to break through stalemates—whether in business deals, salary negotiations, or personal conflicts.

Interestingly, there’s a strong link between first  ...