IESE Insight

How Not to Lose Your Head in a Bidding War

Heading into a competitive auction, you should take steps to anticipate how potential escalations could change your frame of mind. Research by Sebastian Hafenbrädl uncovers two things that improve outcomes in these adrenaline-filled circumstances.

Savvy executives should acknowledge how escalating pressure could change their frame of mind as the bidding unfolds.
December 1, 2018