Day: June 29, 2015

Effective Negotiation.fb

Effective Negotiation: When Does Expressing Sadness Work?

Many popular books are written on how to succeed at high stakes negotiation, but researchers continue to study specific techniques to determine what really works. What about the emotion of sadness? If you need something from someone, are you more likely to get it if you let your lip tremble and solemnly wipe a tear from the corner of your eye? Or is that going to backfire?