To an extent, all negotiations involve a certain level of deception; participants almost always withhold information as a self-protective strategy. After all, revealing all of your cards may leave you vulnerable if your opponent takes advantage of your honesty. But are there any differences in the way male and female negotiators hold back information? Does […]
Read More… from Gender and the Use of Deception in Negotiation
By squeezing suppliers and customers hard, particularly in difficult economic times, you can get results very quickly. But it does have a cost of consequences. The last five years have seen a spike in instances of hardball negotiation, with companies exerting very aggressive, often manipulative techniques. Whenever there is a crisis businesses tend to look […]
Read More… from Win-Win Negotiation to Create Long-term Value
‘Damned if they do, damned if they don’t’ — this is usually the unfortunate impression/management dilemma faced by female executives. If they adopt male behavioural traits typically associated with strong leadership, they are devalued for appearing too masculine. Yet if they favour a more vulnerable stance, they are dismissed as less competent to their male counterparts. […]
Read More… from The Effect of Feminine Charm in Negotiations
Prior research has shown us that self-control can lead to increased aggression. Building on that, we can now show that people often get irritated by their own self-control. Furthermore, it is not just anger and aggression that increases, but also a general difficulty in keeping any undesirable behaviour in check. In the research behind this […]
Read More… from Grapes of Wrath: How Self Control Leads to Anger
Rivalries in the workplace can be destructive to both personal career growth and group success. Many attempts to reverse rivalries fail because of the complex way emotion and reason operate in the building of trust. Using a method called the 3Rs, an effective leader can turn a rival into a collaborator, setting the stage for […]
