maurice e schweitzer

The following items are tagged maurice e schweitzer:

The Art of Negotiation: Anger Management at the Bargaining Table

Posted by & filed under Dealmaking.

Displays of anger can pay off for negotiators, at least when it comes to claiming value in negotiation, research shows. Viewing angry negotiators as formidable opponents, we respond to their demands by making concessions, professor Gerben A. van Kleef of the University of Amsterdam and his colleagues found in research from 2004. … Read  

Using Body Language in Negotiation

Posted by & filed under Negotiation Skills.

Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be, they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate … Read  

The Impact of Anxiety and Emotions on Negotiations

Posted by & filed under Negotiation Skills.

Intense negotiation scenarios, we often choose to consult an expert for advice, preferably someone who has carried out hundreds of similar deals with great success. When we consult with others on our negotiations, we must weigh their advice against our own opinions and research. Past negotiation research finds that we tend to undervalue advice from … Read  

Learn How to Detect Lies in Negotiation

Posted by & filed under Daily, Negotiation Skills.

Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation. In two studies, Maurice E. Schweitzer and Rachel Croson of the Wharton School at the University of Pennsylvania move beyond the challenge … Read  

Negotiation Research: A Downside of Anger

Posted by & filed under Conflict Resolution.

We know that anger leads negotiators to make riskier choices and blame others when things go wrong. In a new study, researchers Jeremy A. Yip and Maurice E. Schweitzer find that anger also leads us to engage in greater deception in negotiation—even when it’s not our counterpart who angered us. In one of the study’s experiments, … Read  

Promoting Fair Outcomes in Negotiation

Posted by & filed under Negotiation Skills.

So, you believe you’ve done everything you can do create value in your negotiation. You engaged in logrolling, making trades based on your and the other party’s different preferences on particular issues. You brainstormed new issues to add to the discussion, added a contingent contract, and proposed multiple offers simultaneously to identify which your counterpart … Read  

The High Cost of Bad Advice at the Negotiation Table

Posted by & filed under BATNA.

If you’re thinking about buying a house, one of your first moves may be to choose a real estate agent who can advise you through the process. If you want a big-name publisher to buy your book, you probably will try to sign on an experienced literary agent as your counselor and advocate. Less formally, … Read  

Negotiation Skills in Business Communication: Heading Off Deception

Posted by & filed under Business Negotiations.

In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the hope of improving their own outcomes. When negotiating his salary with the Cranbury, N.J.–based pharmaceutical marketing firm Carter-Wallace in 1997, Robert Bonczek misrepresented his prior title and salary … Read  

Conflict Resolution: When Forgiveness Seems Elusive

Posted by & filed under Conflict Resolution.

In the aftermath of events ranging from the Catholic Church’s child sexual abuse scandal to the 1994 Rwandan genocide, victims have received apologies from those who caused or perpetuated their suffering. Yet those who have been harmed are not always willing or able to forgive. In the context of business negotiations, when a counterpart apologizes … Read  

Goals Gone Wild

Posted by & filed under Negotiation Skills.

Max H. Bazerman sat down with Sean Silverthorne of Harvard Business School’s Working Knowledge to discuss goal setting and how to effectively set goals on an individual and organizational level. Researchers from top business schools have collaborated on research demonstrating that, in some cases, goal setting may actually do more harm than good. … Read  

How comparisons affect satisfaction

Posted by & filed under Negotiation Skills.

Social comparisons are a critical factor in guiding negotiator satisfaction, Maurice E. Schweitzer of the University of Pennsylvania and Yale psychologist Nathan Novemsky have found in their research. Not only do negotiators compare their profit from a deal with the profit they imagine their counterpart earned, but they also compare their profit with the profits … Read  

When negotiation goals backfire

Posted by & filed under Business Negotiations, Daily.

Adapted from “Managers: Think Twice Before Setting Negotiation Goals,” first published in the Negotiation newsletter, May 2009. In the years leading up to its collapse, energy-trading company Enron promised its salespeople large bonuses for meeting challenging revenue goals. This focus on revenue rather than profit contributed to widespread fraud and, ultimately, to the firm’s downfall. To encourage … Read  

How to Avoid the Status Trap

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Don’t Get Stuck in the Status Trap,” first published in the Negotiation newsletter, September 2009. Graduating MBA students often tend to choose their first postgraduate jobs based on vivid aspects of their job offers, such as a high starting salary or the prestige of the firm, Harvard Business School professor Max H. Bazerman has … Read  

Put Apologies in Your Toolbox

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Regain Your Counterpart’s Trust with an Apology,” first published in the Negotiation newsletter. The problem: Whether you meant to or not, you’ve hurt or offended your negotiating counterpart through your words or actions. Perhaps you’ve shown up late for an appointment one time too many, neglected to follow through on a key contract term, … Read  

Avoid the Green-eyed Monster

Posted by & filed under Conflict Resolution.

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter. Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania. Why might negotiators be more … Read  

The Power of Schadenfreude

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter. Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of recent research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania. In one experiment, Israeli … Read  

Smoking out liars

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How Body Language Affects Negotiation,” first published in the Negotiation newsletter. In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully passed himself off as a member of the Rockefeller family for many years while living in the United States. Armed with little more than an aloof personality and … Read  

Compare and contrast

Posted by & filed under Daily, Negotiation Skills.

Adapted from “What Makes Negotiators Happy?” First published in the Negotiation newsletter. We all know that people have a strong need to compare their outcomes with those of others. So a negotiator’s mostly likely target of social comparison is her opponent, right? Maybe not. Nathan Novemsky of the Yale School of Management and Maurice E. Schweitzer of … Read  

How to say “I’m sorry”

Posted by & filed under Daily, Dispute Resolution.

Adapted from “Wise Negotiators Know When to Say ‘I’m Sorry’” by Maurice E. Schweitzer, Associate Professor, the Wharton School at the University of Pennsylvania. In negotiation, it’s unavoidable: sooner or later, you’ll do or say something that offends or hurts your counterpart. Whether or not the harm you cause is intentional, you’ll need to rebuild trust … Read