Why Your Negotiations Are Doomed (And How to Rescue Them)

  by Dr. Gleb Tsipursky     Negotiators, even professional ones, make surprisingly many wrong decisions that doom negotiations that should have succeeded. Many of these mistakes relate to overestimating how well they can read the feelings and thoughts of other parties in the negotiation, as well as the extent to which the other party can read their feelings and thoughts. For instance, research shows that negotiators who sought to conceal their desires did a better job than they thought they did.  In turn, those who tried to convey information…

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