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Psychology research on negotiation challenges existing practices by introducing a more nuanced understanding of human behavior and decision-making. It emphasizes the importance of emotional intelligence, understanding the other party's perspective, and the role of cognitive biases in negotiation. This contrasts with traditional negotiation practices that often focus on hard bargaining and power dynamics. The research suggests that successful negotiation is not just about getting what you want, but also about maintaining professional relationships, which requires a different set of skills and strategies.
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In , Wharton Executive Negotiation Workshop Director G. Richard Shell distills the latest social science and psychology research on negotiation. Shell outlines six research-backed foundations and the four steps of the negotiation process. Get more of what you want and keep your professional relationships intact when you apply these principles of negotiation.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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