Are there special skills that negotiators need in order to navigate in uncertain economic conditions?
In general, when things are most uncertain and when there are more things to be anxious and fearful about, that’s when you most need to stop and think more. That’s when your instincts may drive you in exactly the wrong direction, which is to make quick, impulsive decisions. Sometimes you need to move fast in making decisions. But it is exactly these times – when the adrenaline is rushing, when we have a lot of anxiety – that we end up making decisions based entirely on our gut instincts. We then later regret them, because we didn’t think through exactly what our strategy should be. What does research have to say about the differences in the ways that men and women negotiate? It turns out that one of the big findings is that men and women do not differ, really, in their ability to negotiate. However, it seems that men have a greater propensity to negotiate. Men are more likely to initiate a negotiation in a situation, and women are a little bit less likely to initiate the negotiation. S
