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 a ...

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

“What is your greatest weakness?” Routinely, professional and personal situations require us to di ...

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 ...

“Does Being Nice Help in Negotiation?”

The old adage, “You can catch more flies with honey than vinegar,” suggests that it is easier to g ...