Sometimes negotiators get off on the wrong foot. Maybe you and your partner had a different understanding of your meeting time, or one of you makes a statement that the other misinterprets. Such awkward moves at the beginning of an interaction can lead one party to question the other side's motives. In a recent article, Robert Lount, Chen-Bo Zhong, J. Keith Murnighan, and Niro Sivanathan, all of the Kellogg School of Management at Northwestern University, examined trust building in negotiation.
via Alltop RSS http://www.pon.harvard.edu/daily/meeting-facilitation-daily/getting-off-on-the-wrong-foot/ Matt Sileno
http://www.lead411.com/Matt_Sileno_3146962.html The Intuitive Group Inc
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