Risky Negotiations

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2. Turn the tables on yourself

Well over half of responders who receive only a token offer from the proposer reject it. Across cultures and even when substantial sums of money are at stake, the results do not change significantly. Neuroscientists have shown why this may be the case.

Risky Negotiations

When responders faced a very small offer, the emotional parts of their brains, which handle feelings such as disgust, repugnance, and conflict, lit up. To avoid the emotional cost of accepting an offer that gives us very little, we often react self-destructively. For example, private equity companies report that retailers facing bankruptcy often choose to close their doors rather than accept a low offer that would leave the owners better off. This is especially true given that you have good relations with the supplier and want to work with the company in the future.

Statehood without Sovereignty: Risky Negotiations in Post-independence Kosovo

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The good news is that there are lots of different ways to go about negotiating a higher salary. Why not turn to science to help figure out how to get a raise?

Birth and Risk Management: Managing the Risks of the Birthplace

Research from University of Idaho psychological scientist Todd J. Thorsteinson has yielded some fascinating results.

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  6. Ultimately, they were offered more money than the folks in the control group. The tendency for employers to be influenced by the first number mentioned is something the researchers called anchoring. Apparently, anchoring works, even if the number offered is obviously a joke.

    Anchoring works, even if the number offered is obviously a joke. Want to feel extra confident the next time you ask for a higher salary? Do some hard work beforehand.

    Then, instead of trying to see yourself in a balanced and fair way, go after the negative. It might sound kind of crazy, but this could be a really great way to see and address your faults. Article Metrics Views.

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