10 Things We’ve Learned About Negotiation

Smithsonian Magazine:

While negotiating, it may not be such a good idea to look the other party straight in the eye, after all. A study published earlier this month in Psychological Science says that making eye contact may actually make people who disagree with you less likely to change their minds. Researchers found that the more time viewers spent looking at speakers’ eyes, the less likely they were to shift to the speakers’ point of view. Eye contact seemed to be effective only when a viewer already agreed with a speaker.

Read the whole story: Smithsonian Magazine

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