deceptive tactics in negotiation

The following items are tagged deceptive tactics in negotiation:

Negotiation Research You Can Use: Are Women More or Less Likely than Men to Use Deceptive Tactics in Negotiation

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Men tend to claim more resources than women in negotiation. Why? Gender discrimination and men’s greater propensity to negotiate are two explanations backed up by research. In a study, University of North Carolina professor Jason R. Pierce and Northwestern University professor Leigh Thompson identified another reason: men are more willing than women to resort to … Read More