Should you be optimistic going into negotiations?
o 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 of funds to programs differentially favoring undergraduates vs. graduates. Study 2 participants were Israeli Business School students seeking agreement with an Arab confederate about allocation of funds to projects differentially favoring Israelis vs. Palestinians. In both studies prior information suggesting the consistent success of previous dyads prompted acceptance of the…
1 min read
An easy way to dramatically improve your listening skills:
e 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 the other person’s point of view, sensing how it feels to the person, achieving his or her frame of reference about the subject being discussed. This may sound absurdly simple, but it is not. In fact, it is an extremely potent approach in psychotherapy. It is the most effective way…
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What are the first words you should say in a negotiation?
mething 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 counterpart's language; furthermore, we predicted that this strategy would be more effective when occurring early in the negotiation rather than at the end, and should also be effective across both independent and interdependent cultures. Results from two experiments supported these hypotheses. Experiment 1 was conducted in Thailand and demonstrated that…
1 min read
Does saying you’re sorry really make a difference?
en doctors accused of malpractice are allowed to apologize (without admitting blame) average settlement price goes down: Physicians’ apologies for adverse medical events are acknowledged as a factor in patients’ decisions to litigate. Apology laws which render physicians’ apologies inadmissible in court are written to encourage patient-physician communication and to overcome the physicians’ disinclination to apologize because apologies could invite lawsuits. We present a novel model of apologies and malpractice in order to examine whether state-level apology laws have an…
1 min read
Does a limit on how many you can buy make you buy more?
om 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 if anchoring influences how much food we buy in grocery stores. We believed that grocery shoppers who saw numerical signs such as “Limit 12 Per Person” would buy much more than those who saw signs such as “No Limit Per Person.” To nail down the psychology behind this, we repeated…
1 min read
Does gossip make us less selfish?
a Science Daily: In every condition, people acted selfishly to some degree -- most people kept more than an equal share for themselves. But when their actions were public and the chance for gossip was high, people became substantially less selfish. When people knew that their selfishness would be on display -- and very likely to be talked about -- they acted most generously to others. "When the threat of gossip exists, group members can expect that they will be…
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A Quick, Easy Trick For Getting People To Like You
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 expected to be accepted did act more warmly towards a stranger and consequently they were perceived as more likeable. And: Social optimists, of course, are in the happy position of expecting to be accepted and finding that, generally speaking, they are. Social pessimists, though, face the dark side of what…
1 min read
Is there a way to make it easier to forgive someone?
rgiveness involves forgoing destructive thoughts, feelings, and behaviors and, instead, engaging in constructive responses following an interpersonal offense. The current pilot study compared two expressive writing tasks with a control writing task to determine whether writing about an interpersonal offense promotes forgiveness of the offender. Participants who empathized with the offender and identified benefits of forgiveness experienced decreases in avoidance and increases in perspective-taking. Participants who wrote about their thoughts and feelings or about daily events did not experience such…
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