Leadership & Organizations

Why Negotiators Should Listen More Closely

Professor Zhiying (Bella) Ren shares insights on how listening in negotiations can help surface unexpected value

Negotiations are often treated as a game of chicken: the party that projects more leverage, confidence, and willingness to walk away wins the better deal. But in real-world deal making, listening and earning the trust of counterparts can be equally important to reaching agreements and making everybody better off. In the… read more