Bet you didn’t know…When showing disappointment helps—and when it hurts

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Article Excerpt

Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she makes?

Professor Gert-Jan Lelieveld of Leiden University and his colleagues considered this question in a recent study. In four experiments, college students were assigned to play a simple negotiating

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