Research: Being Nice in a Negotiation Can Backfire. HBR
February 19, 20210
by Martha Jeong, Julia A. Minson, Mike Yeomans, Francesca Gino https://hbr.org/2019/09/research-being-nice-in-a-negotiation-can-backfire?utm_medium=social&utm_campaign=hbr&utm_source=linkedin&tpcc=orgsocial_edit 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...
