In a previous article, “Getting the Deal Done: Cognitive Science in Negotiation,” I examined how strategic use of loss aversion and disaggregation of gains & aggregation of losses can bring persuasive punch to a negotiation. Can taking a page from a FBI hostage negotiator and getting someone to say “no” actually facilitate completion of a … more »
Sometimes a few simple tools and tricks can make all the difference in your video conference calls. How can you point to important sections in documents or review documents more efficiently during a video conference? What about good lighting? These are all important questions as we try to balance presenting our best selves as lawyers … more »
By: Amit Patel & Dennis P. Stolle Researchers have been studying the factors that influence us to say “yes” to requests for decades. There is a science to how we are persuaded and a lot of the science is surprising. A key figure in persuasion research is Dr. Bob Cialdini, author of a book called … more »
Whether buying a car, haggling with a child over bedtime, or trying to lock down a big business deal, negotiation is a certainty in our lives, and for many of us, essential to our work. With so many driving factors, any appreciable edge can prove crucial to success. Where can we look to find that edge? Cognitive science studies provide guidance on how we can seal the deal. Here are a couple of tips informed by psychology to help you negotiate more effectively.