Here are four pieces of advice that current negotiation research offers to reduce your overconfidence.
business negotiation skills tips
Negotiation skills in business negotiations are similar to those in interpersonal or personal negotiations in that they employ the same methodologies and strategies except at a much larger scale.
The following items are tagged business negotiation skills tips.
Practicing to Be Spontaneous
In both improv and negotiation, confidence often comes from having fallback routines. Improv performers buy time by resorting to “physical business” – pouring an imaginary glass of beer, for example. Seasoned negotiators use similar gambits to slow down the clock and get their bearings:
Measuring the Cost of Betrayal Aversion
Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They conducted experiments in which they compared people’s willingness to take risks in two decision situations. The first situation is a lottery whose outcome is based on chance. Participants must choose between:
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