Should you Negotiate Tough or Be Nice?

Negotiating and Bargaining
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Negotiating and Bargaining > Best Practices

Jaap de Jonge, Editor, Netherlands
When bargaining or entering into a business negotiation, you have the choice between various styles. The in fact distinguishes among 5 negotiating styles. But let's keep it simple for now: One key practical choice is being “warm and friendly” or being “tough and firm”. Little is known so far about which of these 2 communication styles works best. Not to mention the use of good guy plus bad guy combinations. Which one of the two communication styles in negotiation do you think is better from an economic point of view: Nice or Tough; should you exude warmth or toughness? A recent series of experiments on distributive negotiations, where claiming value is the goal of each of the parties at the table, conducted by Jeong er al., shows that:
  1. Communication style does influence negotiation results.
  2. Many people believe that enacting warmth is helpful in a negotiation. They do so by increasing their politeness, which causes them to be perceived by their counterparts (...) Read more? Sign up for free

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