Think More About Your Relationship Than the Win By Yvonne Milosevic Do you usually think of negotiating as a “winner-takes-all” pursuit? The Wharton School’s Maurice Schweitzer believes we need to reevaluate that approach. In a paper co-written with professor Einav Hart of George Mason University,…
By Yvonne Milosevic Life is filled with endless negotiations, whether you’re dealing with a boss, potential business partner—or even a tantrum-prone toddler. If you’re trying to figure out whether a deal you’ve struck is a good one, consider this advice. As Marc Modica, who teaches…
Embrace the pause. By Yvonne Milosevic It’s time to reconsider the so-called awkward silence. While a comfort level with silence varies by culture, the average pause in conversation is just one to two seconds among English speakers. But our urge to rush in and fill every…