We at Mobus Creative Negotiating emphasize that people are not always rational: they often react emotionally even when that reaction does not appear to be in their best interest. We draw on the research of modern economics – often called “behavioral economics” – which has shown how often emotions trump reason. That is a huge change from “classical economics” which… read more →
Words we never hear these days, yet the most successful negotiators are those open to the possibility that in fact: you are correct, and I am mistaken. In a recent New York Times column https://www.nytimes.com/2018/02/17/opinion/sunday/liberal-conservative-divide.html?rref=collection%2Fsectioncollection%2Fopinion-columnists, Nicholas Kristof describes an experiment with 1,000 people. When asked to look at simple data and draw conclusions about a skin cream’s effectiveness, Democrats and Republicans… read more →
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