How Expressing Disappointment Impacts Offers in Negotiations

Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she makes?
Professor Gert-Jan Lelieveld of Leiden University and his colleagues considered this question in a recent study. In four experiments, college students were assigned to play a simple negotiating
The post How Expressing Disappointment Impacts Offers in Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.