The following items are tagged Margaret Neale.
Adapted from “Pick the Right Negotiating Team,” first published in the Negotiation newsletter, November 2007.
We’ve all seen teams and work groups implode under the stress of personality clashes. These experiences might lead you to conclude that your negotiating team should be a tight-knit and harmonious group of colleagues. Yet in their research, Leigh Thompson,
Who achieves the best negotiated outcomes: strangers, friends, or romantic partners? In a 1993 negotiation simulation, Margaret Neale of Stanford University and Kathleen McGinn found that pairs of friends achieved higher joint gains than married couples and pairs of strangers.
Along with their colleague Elizabeth Mannix of Cornell University, the researchers suggest that a “curvilinear relationship” exists between the strength of the tie between negotiating partners and the gains they achieve. Specifically, negotiating friends and couples have an edge over strangers by virtue of their knowledge of the other side’s preferences. Yet couples may be so averse to conflict that they are less successful than friends at capitalizing on differences.
How often have you heard a friend or colleague refer to a contract as being “in the bag,” only to find out later that the deal didn’t go through? There always turns out to be a good reason a negotiation fell apart. Yet the fact remains that most negotiators are overconfident about their chances of reaching agreement. A common cognitive bias, overconfidence causes us to have unrealistically high expectations of success, in negotiation and in many other aspects of life.
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