First the good news. Empathy and understanding in negotiation often lead to creative problem-solving and foster productive relationships. This is the core of the win-win approach and it’s been confirmed in numerous studies. The not-so-good news is that being nice may backfire in negotiations that take place on platforms like Craigslist and eBay. In this episode our Harvard Business School colleague Mike Yeomans describes recent research he co-authored. His team found friendly language from negotiators often prompted counterparts to become more demanding. Listen in to hear how you can be firm without being nasty.
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