communication style

Deflecting Difficult Questions in Interview
BITTERLY, T. Bradford | SCHWEITZER, Maurice E.

Interviews are riddled with unspoken negotiations, with both parties bound to the push and pull of obtaining and withholding information. For an interviewee, the optimal outcome is to be trusted and liked by one’s interviewe ...

When Admitting Flaws, Be Funny
BITTERLY, T. Bradford | SCHWEITZER, Maurice E.

“What is your greatest weakness?” Routinely, professional and personal situations require us to disclose negative information about ourselves, but in doing so, we run the risk of damaging how others view us. In a serie ...

No More Mr Nice Guy: Tougher Negotiators Make Better Deals
JEONG, Martha | MINSON, Julia | YEOMANS, Michael | GINO, Francesca

Distributive bargaining is innately competitive: one party cannot benefit without the other’s losing out. To secure the best deals, good negotiation skills are crucial. Negotiators usually opt for one of two opposing communi ...

“Does Being Nice Help in Negotiation?”

The old adage, “You can catch more flies with honey than vinegar,” suggests that it is easier to get what we want by being nice and flattering to others, than it is to be tough and demanding.  We explored whether ...