Whenever possible, take some time before negotiations begin and engage in small talk with your counterpart. Regardless of what side of the table you are on, there are skills you need to get the best deal for yourself. Research has shown that small talk in negotiations helps both sides get a better deal at the end. A 2015 study by America’s Kogod School of Business found that small talk builds social capital and increases the perception of cooperativeness and likeability of a negotiator. Is there a way that both sides can walk from the table being better off?

Source: Standard Digital July 06, 2021 10:41 UTC