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It Pays to Know Your Opponent: Success in Negotiations Improved by Perspective-Taking, But Limited by Empathy
From the war room to the board room, negotiations are a part of everyday life. Successful negotiations demand a clear understanding of one’s opponent. But what approach should one take to achieve such an understanding of one’s opponent in everyday negotiations? Psychologist Adam Galinsky from the Kellogg School of Management at Northwestern University, and colleagues William Maddux (INSEAD), Debra Gilin (St. Mary’s U.), and Judith White (Dartmouth) asked a similar question and found that success in negotiations depends on focusing on the head and not the heart. In other words, it is better to take the perspective of negotiation opponents rather than empathize with them.
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Are Humans Hardwired for Fairness?
Is fairness simply a ruse, something we adopt only when we secretly see an advantage in it for ourselves? Many psychologists have in recent years moved away from this purely utilitarian view, dismissing it as too simplistic. Recent advances in both cognitive science and neuroscience now allow psychologists to approach this question in some different ways, and they are getting some intriguing results. UCLA psychologist Golnaz Tabibnia, and colleagues Ajay Satpute and Matthew Lieberman, used a psychological test called the “ultimatum game" to explore fairness and self-interest in the laboratory.
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Is Happiness Having What You Want, Wanting What You Have, or Both?
Most people want to be happier. Psychological theories on happiness generally contend that happiness depends on the extent to which people have what they want. For example, most people want money, and those who make more money tend to be slightly happier. However, some theologians, particularly Rabbi Hyman Schachtel, argue that happiness is not having what you want, but wanting what you have. This maxim sounds reasonable enough, but can it be tested, and if so, is it true? It turns out Schachtel’s maxim can be tested.
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A Little Anxiety Pays Sometimes, Study Shows
Anxiety gets a lot of bad press. Dwelling on the negative can lead to chronic stress and anxiety disorders and phobias, but evolutionarily speaking, anxiety holds some functional value. In humans, learning to avoid harm is necessary not only for surviving in the face of basic threats (such as predators or rotten food), but also for avoiding more complex social or economic threats (such as enemies or questionable investments). A team of psychologists at Stanford University have identified a region of the brain, the anterior insula, which plays a key role in predicting harm and also learning to avoid it.
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Awkward! New Study Examines our Gazes During Potentially Offensive Behavior
It’s happened to all of us: While sitting at the conference table or at dinner party, a friend or colleague unleashes a questionable remark that could offend at least one person amongst the group. A hush falls and, if you’re like most people, your eyes will dart towards the person most likely to take offense to the faux pas. It’s a doubly unpleasant experience for the offended: Not only have you been insulted, but you have also suddenly become the center of unwelcome attention.
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New Study Reports on the State of Human Happiness
Psychologists have been fond of stating in recent years that human happiness, or what psychologists call subjective well-being, is largely independent of our life circumstances. The wealthy aren’t much happier than the middle class, married people aren’t much happier than single people, healthy people aren’t much happier than sick people, and so on. One might reasonably conclude, therefore, that changes in life circumstances would not have long-term effects on our happiness.
