Being nice in negotiations has its purpose. But it usually results in a smaller slice of the pie.
Nice: How to Negotiate So Everyone Wins—Especially You!, 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.
We created message templates that used either warm and friendly language or tough and firm language. For example, one of the warm messages read: We found that warm and friendly messages were just as likely to elicit a counteroffer as tough and firm messages . But whereas firm messages got more active rejections, or outright no’s , than warm messages , warm messages were more likely to be completely ignored than firm messages . And in this kind of online context, it’s arguably better to get an active rejection than to simply be ghosted, because with a rejection you at least get a response that you can then try to negotiate on.
We then conducted a laboratory study, so that we could observe the entire negotiation process, not just the first offer and counter-offer. We brought 140 participants into the laboratory and paired them up to negotiate together anonymously online. They were randomly assigned to play the role of either a buyer or seller, and they were incentivized to reach the best deal for a bowl. Buyers were told to make the same first offers and to use different communication styles.Hey there.
Ireland Latest News, Ireland Headlines
Similar News:You can also read news stories similar to this one that we have collected from other news sources.
Lady Gaga highlights mental health during recent performance at Wrigley FieldThe singer brought her smash-hit music and powerful message about mental health.
Read more »
Apple's Self Service Repair program now includes some recent MacBooks | EngadgetApple has extended its Self Service Repair program to let MacBook owners fix their own machines..
Read more »
Recent Tijuana cartel violence part of a pattern that goes back decadesExperts say that, to comprehend what’s happening now, you need to understand the history of the Mexican cartels.
Read more »
Chicago police warn these neighborhood residents of recent armed carjackingsIn each incident, Chicago police say at least one offender would approach the victim and demand their vehicle at gunpoint.
Read more »
Volunteers participate in timely cleanup of Hogans Creek after recent floodingDozens of volunteers spruced up parts of Hogans Creek in Historic Springfield on Saturday. They're out there the third Saturday of every month, but this weekend's cleanup was timely -- on the heels of recent flooding that left cars stranded in a nearby hospital parking lot.
Read more »