I highly recommend every conflict resolution practitioner read the paper by Elfenbein et al. titled:
Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors
Download the paper for free [HERE].
Lead author, Hillary Anger Elfenbein
In particular, consistently displaying nonverbal synchrony with one’s counterpart, as measured in terms of the appearance of coordinated physical movement, was associated with lower performance through lower value claiming.
I encourage everyone (yes, again!) to read the paper. It provides a great opportunity to reflect on your approaches to negotiation and discern the information the paper provides.
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