课程: Complex Negotiation Tips

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Is it best to be nice or be aggressive when negotiating?

Is it best to be nice or be aggressive when negotiating?

课程: Complex Negotiation Tips

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Is it best to be nice or be aggressive when negotiating?

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- My favorite character in the Walt Disney movie "Bambi" is Thumper, Bambi's rabbit friend. As a child I heard Thumper's famous line from the movie all the time: "If you can't say somethin' nice, don't say nothin' at all." My parents thought it was an important lesson. But was it good advice? Should we be telling negotiators to be nice? If we're looking for a win-win solution, showing respect and crafting a relationship are important. But what about a win-lose scenario where the main issue is price? According to research, being too nice leads to poor economic outcomes. You may think people will return the kindness, but that's not usually the case. In face-to-face meetings your partner asks fewer questions when you look too happy. They assume you're satisfied with the progress of the negotiation so they figure they can turn competitive and ask for more. It's even true in online negotiations. Buyers who are firm and…

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