What 7 negotiating tricks can we learn from FBI hostage negotiators?
Gary Noesner, former chief negotiator with the FBI's Critical Incident Response Group and author of Stalling for Time: My Life as an FBI Hostage Negotiator wrote an interesting piece on active listening…
4 minutes
Guys, how should you speak so women remember what you say?
"Men take note: If you want women to remember, speak to them in a low pitch voice." Via Eurekalert: ...according to a new study by David Smith and colleagues from…
1 min read
Should you be optimistic going into negotiations?
Two studies demonstrate that negotiation processes and outcomes can be altered by the creation of Positive Expectations. Study 1 participants were American undergraduates seeking agreement with a confederate about allocation…
1 min read
An easy way to dramatically improve your listening skills:
The technique is called non-evaluative listening: We can achieve real communication and avoid this evaluative tendency when we listen with understanding. This means seeing the expressed idea and attitude from…
2 minutes
What are the first words you should say in a negotiation?
Something very similar to what the guy on the other side of the table just said: We hypothesized that in online, virtual formats, negotiators receive better outcomes when mimicking their…
1 min read
Does a limit on how many you can buy make you buy more?
From Brian Wansink's excellent book Mindless Eating: Why We Eat More Than We Think: A while back, I teamed up with two professor friends of mine—Steve Hoch and Bob Kent—to see…
1 min read
A Quick, Easy Trick For Getting People To Like You
Be socially optimistic. Expect that people will like you and they probably will. Via Psyblog: So this provides evidence that the acceptance prophecy holds true. In this experiment people who…
1 min read
The Color That Helps Hitchhikers Get Picked Up
Research has shown that with some nonhuman primates, red is associated with greater sexual attractiveness of females. Five female confederates in their early 20s posed as hitchhikers wearing T-shirts of…
1 min read
