nonverbal cues

The following items are tagged nonverbal cues:

The Pitfalls of Negotiations Over Email

Posted by & filed under Conflict Resolution.

Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and … Read More 

Handling Difficult People: The Antisocial Negotiator

Posted by & filed under Dealing with Difficult People.

Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of handling difficult people who appear to have no concern for us or our outcomes. People who are antisocial, lack empathy, and habitually engage in impulsive, manipulative, … Read More 

Touchy-feely Negotiators?

Posted by & filed under Negotiation Skills.

In a series of studies, Joshua M.Ackerman of the Massachusetts Institute of Technology, Christopher C. Nocera of Harvard University, and John A. Bargh of Yale University explored how the feel of physical objects could arbitrarily be influencing our choices without our knowledge. In one study, the researchers asked passersby to evaluate a job candidate by reviewing … Read More 

Go the extra mile

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Build Rapport—and a Better Deal,” by Janice Nadler, professor, School of Law, Northwestern University. In negotiation, rapport is a powerful force that can promote mutually beneficial agreements. Negotiators who already have a good working relationship are fortunate to have rapport built into their interactions. Strangers, however—especially those whose communications are limited to telephone or … Read More 

Are you being hoodwinked?

Posted by & filed under Daily, Negotiation Skills.

As a partner at your growing law firm, you’ve been charged with negotiating the lease of much-needed additional office space in your building. The real-estate agent has informed you that if you don’t increase your offer by $10,000 by the end of the day, you’ll lose the space to another company. Is she bluffing, or … Read More