To Get What You Want in a Negotiation, Be Deferential
Showing dominance in a negotiation seems like a sure-fire way to win, but a new study challenges that notion.
One might think that when negotiating, taking a dominant stance will result in our “winning” the negotiation. However, a new study done by the University of Southern California, led by Scott Wiltermuth, challenges that idea with a bolder and seemingly counterintuitive discovery: Sometimes it’s better to act deferential. “Dominance Complementary,” wherein one person in an interaction behaves more deferentially and one more dominantly, actually leads to greater success.
Acting deferentially doesn’t mean acting classically “submissive,” in the sense of ignoring your own wishes/desires/opinions, but rather behaving in a way that makes the dominant person feel competent, respected, and unthreatened. One can do this by asking questions and creating a conversational tone. When the dominant person feels that their ego is not under attack or being questioned, it opens up the table for dialogue.
Harvard Law School's Dan Shapiro says emotions make negotiations successful, not facts and figures.
Upvote/downvote each of the videos below!
As you vote, keep in mind that we are looking for a winner with the most engaging social venture pitch - an idea you would want to invest in.
Here are 7 often-overlooked World Heritage Sites, each with its own history.
- UNESCO World Heritage Sites are locations of high value to humanity, either for their cultural, historical, or natural significance.
- Some are even designated as World Heritage Sites because humans don't go there at all, while others have felt the effects of too much human influence.
- These 7 UNESCO World Heritage Sites each represent an overlooked or at-risk facet of humanity's collective cultural heritage.
An innovation may lead to lifelike evolving machines.
- Scientists at Cornell University devise a material with 3 key traits of life.
- The goal for the researchers is not to create life but lifelike machines.
- The researchers were able to program metabolism into the material's DNA.
A new method promises to capture an elusive dark world particle.
- Scientists working on the Large Hadron Collider (LHC) devised a method for trapping dark matter particles.
- Dark matter is estimated to take up 26.8% of all matter in the Universe.
- The researchers will be able to try their approach in 2021, when the LHC goes back online.
SMARTER FASTER trademarks owned by The Big Think, Inc. All rights reserved.