Episode 8:The Cost of Being Nice in Negotiations

First the good news. Empathy and understanding in negotiation often leads to creative problem-solving and foster productive relationships. It’s the core of the win-win approach and it’s been confirmed in numerous studies. The not-so-good news is that being nice may backfire in negotiations that take place on platforms like Craigslist and eBay. In this episode our Harvard Business School colleague Mike Yeomans describes recent research he co-authored. His team found friendly language from negotiators often prompted counterparts to become more demanding. Listen in to hear how you firm without being nasty.

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