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And sympathy is what we need my friend—Polite requests improve negotiation results
The wording negotiators use shapes the emotions of their counterparts. These emotions, in turn, influence their counterparts’ economic decisions. Building on this rationale, we examined how the language used during negotiation affects discount rate and willingness to engage in future deals. In three...
| Autores principales: | , , |
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| Formato: | Online Artículo Texto |
| Lenguaje: | English |
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Public Library of Science
2019
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| Materias: | |
| Acceso en línea: | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6415778/ https://www.ncbi.nlm.nih.gov/pubmed/30865655 http://dx.doi.org/10.1371/journal.pone.0212306 |