Research: Being Nice in a Negotiation Can Backfire. HBR

by Martha Jeong, Julia A. Minson, Mike Yeomans, Francesca Gino

  Negotiation experts have long confirmed the intuition that that being warm and friendly pays off at the bargaining table. Recent research finds that people also tend to believe niceness will buy them better deals — but when put to the test, this prediction turns out…

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