Do we lie to get what we want out of negotiations?
Research: Simple Prompts Can Get Women to Negotiate More Like Men, and Vice Versa
Men became more empathetic and women more willing to lie.
September 17, 2018
Summary.
Studies show that because men are more likely to lie in negotiations because they are more competitive than empathic. The reverse is true for women. But new experimental research shows that it’s fairly easy to change those norms. Taking steps to reduce competitiveness and enhance empathy in negotiations or other professional settings may increase collaboration and joint problem-solving. When we see ourselves as participants in mutually beneficial interactions, it’s more likely we’ll all come out winners.