Friday, March 12, 2010

Negotiating: Nasty or nice?

Building on our discussion of whether women who speak up in the workplace will be seen as "bitchy," here's a useful article from the Harvard Program on Negotiation about whether you should be nasty or nice during a negotiation--and what your bargaining counterpart might think of either approach.  Interestingly, the article notes "we may be more generous toward angry people than toward happy people," based on research from the University of Amsterdam.  The trick here: It depends on whether your audience believes you're truly angry in this instance, just bluffing to get a better deal, or always angry--the latter also is discounted.  While this is useful advice for the meeting-level version of public speaking, speaker also should consider this in the light of any debates, panel discussions or public interviews they're doing. Great insights!