Perspective-taking or empathy in negotiation?
Perspective-taking or empathy in negotiation? — what studies show, and what they don't.
The research
Galinsky and colleagues (2008, Psychological Science) find perspective-taking helps find creative deals more than empathy.
The limit
Simulated negotiations. (our executive and employee training programmes)
Practical check in Geneva
Write the other side's likely priorities and test them with open questions. To go further: explore the Advanced Negotiation training in Geneva, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Geneva
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