Avoid sending mixed signals! – signalling in negotiations and beyond | with Uri Gneezy

Game Changer - the game theory podcast

In this episode we are talking to Uri Gneezy about his latest book publication “Mixed Signals – How Incentives Really Work”. He explains to us what mixed signals are and makes us aware that we encounter them far more frequently than one would expect. We deep dive into the topic in the context of negotiations where signaling plays a major role. Uri walks us through the different effects that are at play when the opening offer in a negotiation is communicated to the other party and makes clear why it should neither be too high nor too low.

Uri Gneezy holds the Epstein/Atkinson Endowed Chair in Behavioral Economics at the University of California, San Diego's Rady School of Management. His research interests are at the intersection of economic theory and application and include topics such as incentives-based interventions to increase good habits and decrease bad ones, Pay-What-You-Want pricing, and the detrimental effects of small and large incentives. In addition to this he is author of the books “The Why Axis: Hidden Motives and the Undiscovered Economics of Everyday Life” and “Mixed Signals – How Incentives Really Work” which was published in 2023.