What's the Most Effective Negotiation Tactic?

0:28This episode is brought to you by Google Chrome. You know back to school is coming in fast. So why wait to find your new fave footwear? Step into a local croc store and step into your new look. Try it. Style it. Make it yours. Because the right pair doesn't just show up. It shows off. First day fits, handled. Walk out ready for whatever's next. Visit your nearest croc store today. What do you think the most effective negotiation tactic is? Three researchers used AI to find out. They developed an algorithm that helped them analyze hundreds of hours of negotiation recordings down to the millisecond.

1:09They analyzed factors like who made the first offer, how much a negotiator smiled, their speaking speed, interruptions, pronoun usage, and whether they acted tough, polite, or warm. The biggest predictor of personal success was the number of open-ended questions the negotiator asked. Open-ended questions prompt responses that are nearly twice as long and twice as informative as responses to close-ended questions. The depth of information in those responses gives the negotiator a better understanding of the other person's position, interests, and constraints. The researchers also found a difference in responses to questions that started with why, how, and what.

1:49Why questions elicited longer and more detailed responses, revealing useful information but also leading to a more negative sentiment. How questions tended to generate a positive sentiment, but less detailed responses. What questions fell right in between? Providing a balance between gathering information and maintaining a neutral or positive tone. Before your next negotiation, prepare around three to five open-ended questions with a balance between why, how, and what. Class is now in session. And the UPS Store is here to help you ace arriving on campus. Our certified packing experts can pack everything you need From desktops to decor Plus, when you pack and ship with us You get our exclusive pack and ship guarantee Your items arrive safe or your money back Restrictions and limitations apply To get a 20 % off packing coupon and for full details Visit the upsstore.com slash packing Close your eyes, exhale, feel your body relax and let go of whatever you're carrying today.

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