Research: Being Nice in a Negotiation Can Backfire
Negotiation experts have long confirmed the intuition that that being warm and friendly pays off at the bargaining table. Recent research finds that people also tend to believe niceness will buy them better deals — but when put to the test, this prediction turns out to be wrong. It appears that being firm can sometimes lead to better deals, at least in a distributive or single-issue negotiation, than being warm.