In a typical negotiation process, one of the parties will make an opening or first offer, which is then met by the recipient of that first offer. Prior research has shown that negotiators ‘anchor’ on this first offer, which means that the resulting settlement will be biased toward the first offer. Four academics from Columbia […]
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Gaining and retaining influence will forever be a vital component of leadership and this Idea shows that listening has a positive association with influence, over and above verbal expression. "We can process language at 300 to 500 words per minute; however, most people speak around 100 words per minute. The extra capacity makes it difficult […]
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