   
 | From the Editor's Desk
Research: Being Nice in a Negotiation Can Backfire Whether you are making a large purchase, working on a joint project, or discussing your next promotion, you'll likely need to negotiate. At a very basic level, in fact, nearly every interaction we have is a negotiation - an opportunity to persuade others to agree to an outcome we want. But what is the best way to go about persuading others? Should you be warmer or tougher? Friendlier or more aloof? Our recent research may provide the answer.
Negotiation experts have long confirmed the intuition that being warm and friendly pays off at the bargaining table, leading us to gain concessions and capture a larger chunk of the value. A recent Harvard Business Review article entitled "How to Negotiate Nicely without Being a Pushover" made this point, as did legendary sports agent Ronald M. Shapiro's book The Power of Nice: How to Negotiate So Everyone Wins - Especially You!
Similarly, in our own research, we've found that people tend to believe niceness will buy them better deals. But when put to the test, this prediction turns out to be wrong.
Continued here
TradeBriefs: What's important, not just what's popular!
Advertisers of the day
Emeritus: PG Diploma in Innovation & Design Thinking online program | Accepting applications
Emeritus : PG Diploma in Digital Marketing Strategies in collaboration with Columbia Business School Executive Education | Apply
Our advertisers help fund the daily operations of TradeBriefs. We request you to accept our promotional emails. | | |
_1603798862758_1603798869800.jpg)
No comments:
Post a Comment