According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More
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power in negotiation
The following items are tagged power in negotiation:
Social psychologists have described different types of power that exist in society, and negotiators can leverage these types of power in negotiation as well. … Read More
Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read More