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Adam Galinsky

Author

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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Maybe Clothes Do Make The Man (And Woman)
2 years ago

Maybe Clothes Do Make The Man (And Woman)

By  •  Workplace Psychology

Clothes in the workplace hold important sway over how others perceive us. It is shown that people who wear formal clothes are considered more intelligent, or more skilled, or more competent. In the work place, consider the self-perceptions needed to spark a particular kind of performance when choice dress codes and attire.

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Know Thyself … But Just Where Is That “Self” Located?
2 years ago

Know Thyself … But Just Where Is That “Self” Located?

By  •  Workplace Psychology

Leadership speeches, entrepreneurial pitches, or marketing materials that invoke the heart or the brain could be differentially persuasive, depending on the recipient’s perceived location of the self.

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