Negotiation tip: Gain sympathy and gain the advantage

Is sympathy considered a sign of weakness or is there a place for sympathy in negotiations? Research by Laura Kray, a professor in the Haas Management of Organizations Group at UC Berkeley's Haas School of Business, suggests that when one party conveys information with emotional reasons behind it, the other party is more likely to develop sympathy, be more willing to compromise, and find creative solutions.

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