Dressing for success: How wealth and status cues affect negotiation

The question of whether you should dress up or down for negotiation is more complex than it first appears, recent research suggests.

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Article Excerpt

In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether

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