Adapting Negotiations to a Remote World

Leigh Thompson, professor at Kellogg School of Management at Northwestern University, studies negotiations to understand the path to the "sweet spot" where all sides of the table come away happy. And she says there are more pitfalls on that path when more of us are working remotely and online. She shares how to overcome the common traps of virtual negotiations with trust-enhancing hacks such as E-charisma and language style matching. Thompson is the author of the book “Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table.”

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Episode 752

Adapting Negotiations to a Remote World

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A conversation with Kellogg professor Leigh Thompson on how to avoid the pitfalls of virtual negotiations.

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August 04, 2020

Leigh Thompson, professor at Kellogg School of Management at Northwestern University, studies negotiations to understand the path to the “sweet spot” where all sides of the table come away happy. And she says there are more pitfalls on that path when more of us are working remotely and online. She shares how to overcome the common traps of virtual negotiations with trust-enhancing hacks such as E-charisma and language style matching. Thompson is the author of the book Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table.

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This article is about NEGOTIATION STRATEGIES

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Related Topics:

• Business communication

• Psychology

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