When should you command and when should you speak modestly?
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People who employed powerful speaking styles were favored when it came to leading independent projects. Those who spoke more modestly were preferred for projects requiring collaboration.
Via The Program on Negotiation at Harvard Law School:
Consistent with prior research, the “speaker” with the powerful style was favored to lead the independent project. But, in a twist, the “powerless” speaker was favored when the project was expected to require collaboration.
Fragale thus challenges conventional distinctions between the “language of success” and the “language of failure.” An assertive verbal style may enhance your perceived power in an arm’s length negotiation, but in collaborative settings, modest speech may win you more support.
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