This Is The Quickest Way To Become An Expert Negotiator
nice. We often associate negotiation with being tough or manipulative. While there are certainly situations where that's the case, a great deal of the recent research says we can improve our results by thinking more about making friends than waging war. A great deal of what it takes to influence others, gain their compliance and lead successful negotiations is just good advice on how to be a decent person. Be warm. We value warmth more than competence. Happy people…
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Here’s How What You Wear Affects How You Act
s. This study shows that while wearing clothes you associate with certain qualities, you will tend to embody those traits. Lab coats are associated with attentiveness and carefulness. When people wore lab coats their scores on measures of both traits went up. We introduce the term “enclothed cognition” to describe the systematic influence that clothes have on the wearer's psychological processes. Providing a potentially unifying framework to integrate past findings and capture the diverse impact that clothes can have on…
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Does small talk make a big difference?
king face-to-face small talk before a negotiation dramatically increases the chance of a fair offer and that a deal will be made. Via Secrets of the Moneylab: How Behavioral Economics Can Improve Your Business: In one experiment, Roth used the standard Ultimatum Game as a benchmark and compared those results with two variations. In the first, participants could talk face-to-face about anything, including how to divide the pie. In the second, they were allowed to talk face-to-face, but not about…
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Is a touch on the arm all it takes to make you persuasive?
light touch on the arm dramatically increases compliance with all manner of requests, from asking for money to getting a woman's phone number. Via Richard Wiseman's excellent book 59 Seconds: Change Your Life in Under a Minute: A large number of studies has shown that touching someone the upper arm for just a second or two can have a surprisingly significant effect on how much help they then provide. In one experiment American researchers approached people in the street and…
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What should you do when you’re caught red-handed?
ile. The authors investigated the social significance of human smiles, specifically the penchant for transgressors who smile to be judged more leniently than those who do not. Of particular interest was whether different types of smiles generate different degrees of leniency and what mediated the effect. Subjects judged a case of possible academic misconduct. Materials included a photograph of a female target displaying a neutral expression, felt smile, false smile, or miserable smile. Smiling targets received more leniency than nonsmiling…
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Does too much computer time degrade social skills?
o much time at the keyboard and not enough time with people may reduce the ability to read nonverbal signals, to judge the intent of others and influence them: Via Harvard Business Review: Today's young digital natives may be ill-suited for jobs in high-trust fields such as diplomacy and sales, because prolonged exposure to computers is reconfiguring their neural networks and possibly diminishing their empathy and social skills, says John K. Mullen of Gonzaga University. With 55% of person-to-person communication…
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How To Get People To Be More Honest With You
ght want to Skype more often. People lie more often via text message. We're more honest via video than we are in the other mediums tested -- including in face to face. Via Science Daily: Sending a text message leads people to lie more often than in other forms of communication, according to new research by David Xu, assistant professor in the W. Frank Barton School of Business at Wichita State University. And I found this surprising: The authors then…
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How do you get others to lie and cheat less?
st people cheat just enough to get an edge but not so much that they feel like a bad person. Subtly making them aware their own morality can nudge them back to being good: Via APS: The program began with a lively talk about dishonest decisions by Dan Ariely of Duke University, the popular behavioral economist and author of Predictably Irrational, who is as comfortable dropping jokes as he is delivering research findings. Ariely and his colleagues found that, given…
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