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Busting Negotiation Myths
• Value creation
• Value claiming
• Outcomes
• Joint
• Individual
• Relationship
Myth 1: You should make a good impression
• Key idea: Nice guys finish first - if
they like me, they will give me a
good deal
• Cater to the interests, preferences
and expectations of the other
party
Myth 1: You should make a good impression
Truth: Just be yourself
• Trying to impress is cognitively
and emotionally draining
• It heightens your anxiety since
you will never know for sure what
the other party wants
Myth 1: You should make a good impression
Research evidence
• Pilot study: 450 business professionals
• Experiment: 166 entrepreneurs in a “fast-pitch”
competition
Myth 2: You should build a reputation of being tough
Key idea: Your reputation precedes you.
People give in to tough negotiators
Myth 2: You should build a reputation of being a tough
Truth 1: negotiation involves both
collaboration and bargaining.
• Perception: selfish, stubborn,
unreasonable and less
trustworthy
• Behaviour: share less information,
engage in less value creation
Myth 2: You should build a reputation of being tough
Evidence: the tough negotiator
study
• 60 novices vs 60 relative
expert negotiators
• Multi-issue negotiation
over email in 10 days
Myth: You should build a reputation of being tough
Truth 2: revealing your vulnerability can
be beneficial
• Appeal to sympathy
• works better than rationality or
fairness
• Use cautiously when having higher
status
Myth: Poker face for the rational negotiator
Key idea: emotion = weakness, feel nothing and show
nothing!
Myth 3: Poker face for the rational negotiator
Truth 1: you should feel happy when negotiating
• Better outcomes
• More information exchange
• More creativity
• More cooperative tactics
Myth 3: poker face for the rational negotiator
• Positive psychology
• Bodily needs
• Desirable materials
• Pleasant natural
environment
• ...
Myth 3: Poker face for the rational negotiator
Truth 2: Showing negative
emotions can be extremely
effective
• Anger, rage, indignation,
impatience, sadness
• Key is to convincingly
appear unstable,
irrational and
unreasonable
Myth: Poker face for the rational negotiator
Q & A
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