Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013

Institutions: Columbia Business School   

Authors:

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…

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Gaining Influence through Listening

Idea posted: January 2013

Institutions: Columbia Business School    Mercer LLC   

Authors:

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…

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