In negotiation, use silence to improve outcomes for all
close share links An online search returns hundreds of negotiation preparation checklists that all point in the same general direction: Know your strengths. Know your vulnerabilities. Clarify the interests and priorities of the other party. Determine your best alternative to a negotiated agreement. And so on. Work smart with our Thinking Forward newsletter Insights from MIT experts, delivered every Tuesday morning. Email Address But new research led by Jared Curhan, Gordon Kaufman Professor and associate professor of work and organization studies at MIT Sloan, suggests that pausing during neg...
Source: mit.edu