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Posts By Marwan Sinaceur, Hajo Adam, Gerben A. Van Kleef and Adam D. Galinsky

Crazy Like A Fox
2 years ago

Crazy Like A Fox

By  •  Negotiations

With negotiations, purely hard-nosed negotiation doesn’t work as well as alternating toughness with positivity. Negotiators faced with mood swings feel a loss of control and will make greater concessions. While, emotional approaches that win concessions in short-term negotiations may not work in the long term.

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