Whether you are making a large purchase, working on a joint project, or discussing your next promotion, you’ll likely need to negotiate. At a very basic level, in fact, nearly every interaction we have is a negotiation—an opportunity to persuade others to agree to an outcome we want. But what is the best way to go about persuading others? Should you be warmer or tougher? Friendlier or more aloof? Our recent research may provide the answer.