Does happiness or sadness make us better negotiators?
their version, before beginning the game, Lount and Murnighan asked some trustors to write about an experience that made them happy and asked other trustors to write about an experience that made them sad. They then played the trust game. Among “happy” trustors, 53% gave recipients the full $10; only 21% of “sad” trustors did the same. On average, happy trustors gave away $6.76, and sad trustors gave away $5.58. It appears that a sad mood decreases trust and…
1 min read
What’s an easy way to get others to agree to help you out?
monstrate that the two of you have something in common: Four studies examined the effect of an incidental similarity on compliance to a request. Undergraduates who believed they shared a birthday (Study 1), a first name (Study 2), or fingerprint similarities (Study 3) with a requester were more likely to comply with a request than participants who did not perceive an incidental similarity with the requester. The findings are consistent with past research demonstrating that people often rely on heuristic…
1 min read
What 7 negotiating tricks can we learn from FBI hostage negotiators?
ry 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 skills. You don't need to be dealing with barricaded gunmen to improve your communication skills with the techniques he describes. In the early part of any negotiation, information exchange and building rapport are key. These are some of the most powerful and tested techniques available to achieve those goals: …
4 minutes
Guys, how should you speak so women remember what you say?
en 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 the University of Aberdeen in the UK. Their work shows for the first time that a low masculine voice is important for both mate choice and the accuracy of women's memory. The research is published online in Springer's journal, Memory & Cognition. Join over 190,000 readers. Get a free weekly update via…
1 min read
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…
2 minutes
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 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
