We all shade the truth sometimes. As negotiators, we want to know if the other side is being forthright or telling us what we want to hear. In a new study – by Terri Kurtzberg at Rutgers University and Charles Naquin at DePaul University – 137 graduate students participated in a mock bargaining exercise where at stake was a pot… read more →
As Covid fades, you may well once again get invited to various networking functions with your suppliers and customers – meet-and-greet, social events, celebrations, and the like. These events can be important opportunities for you as a negotiator. This can be a chance to learn more about your counterparts – what are their plans, who is up and who is… read more →
We often want to know how we are doing as negotiators. Extensive research shows that most people are reluctant to give honest feedback. After mock negotiations run by two psychologists (David Yudkin at the Wharton School and Tessa West at NYU), those who did poorly asked “how did I do?” The result: “Most winners gave overly positive, noncritical feedback that… read more →
Artificial Intelligence (AI) has generated much interest, including much concern about which workers could be replaced by AI bots. The Wall Street Journal warns, “The stakes for people in sales, as in many fields, are clear: Keep doing your jobs better than a bot could do it – preferably a lot better – or risk replacement” (Callum Borchers, “In a Worker vs.… read more →
We at Mobus Creative Negotiating have long described how most American negotiators detest disagreement. They want to be liked by everyone including the other side in negotiations, and therefore they feel uncomfortable about anything which could cause conflict. Recognizing that being effective in business requires confronting this attitude head-on, the University of California at Berkeley’s Haas School of Business has… read more →
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