Subscribe
The latest psychology and neuroscience discoveries.
My Account
  • Mental Health
  • Social Psychology
  • Cognitive Science
  • Psychopharmacology
No Result
View All Result
PsyPost
PsyPost
No Result
View All Result
Home Exclusive Social Psychology Business

Study reveals new negotiation tip: Gain sympathy and gain the advantage

by University of California at Berkeley
January 7, 2016
in Business
Photo credit: puhhha/Fotolia

Photo credit: puhhha/Fotolia

[Subscribe to PsyPost on YouTube to stay up-to-date on the latest developments in psychology and neuroscience]

Share on FacebookShare on Twitter

Is sympathy considered a sign of weakness or is there a place for sympathy in negotiations?

Research by Laura Kray, a professor in the Haas Management of Organizations Group at UC Berkeley’s Haas School of Business, suggests that when one party conveys information with emotional reasons behind it, the other party is more likely to develop sympathy, be more willing to compromise, and find creative solutions.

“Sympathy is an emotion that corresponds with good will,” says Prof. Kray. “In negotiations, it can translate into a willingness to problem solve in ways that might not otherwise occur.”

Kray’s research, “Is There a Place for Sympathy in Negotiation? Finding Strength in Weakness,” is forthcoming in the journal, Organizational Behavior and Human Decision Processes. The paper is co-authored by Aiwa Shirako, Berkeley-Haas PhD 11, and People Analyst at Google, and Gavin Kilduff, Berkeley-Haas PhD 10, and an assistant professor at New York University’s Stern School of Business.

The researchers also found that being transparent about one’s misfortune is more effective when initiated by a “low power” negotiator or someone in the weaker position. Negotiators in the stronger position who tried to gain sympathy were seen as manipulative.

The study involved 106 MBA students (30% female) and the negotiations took place as part of one of their classes. Participants were randomly assigned to negotiating teams to play out various scenarios.

One scenario involved a dispute between a general building contractor and a real estate developer over payment. The study focused on whether feeling sympathy helped the negotiations.

Before going on a trip, the developer told the contractor that quality counts. In an effort to improve workmanship, the contractor upgraded the type of wood used and the developer’s assistant approved the change. However, the developer decided to sell the property and therefore didn’t feel any upgrades were personally beneficial and didn’t want to pay for the more expensive materials. The contractor also owed the developer money for a previous loan. The contractor explained that he could be forced into bankruptcy if the developer called the loan and he reminded the developer of his good intentions.

While the researchers did not measure the reasons behind the developer’s response, the outcome suggests that the contractor’s statements may have triggered sympathy. In the end, both parties were more poised to work out an amicable agreement to split the additional cost of the wood than they were prior to those pleas.

In another study, the Haas research team measured the use of sympathy-eliciting appeals and also compared the effectiveness of those appeals to rational arguments and to sharing information that benefits both parties. When the weaker party appealed to the stronger party, shared vulnerabilities, and proposed a solution that would also benefit the stronger party, the latter felt sympathy and was more motivated to help.

A person tasked with negotiating an outcome may not always want to appear weak but the study shows that sharing one’s vulnerability in a genuine way can be beneficial.

Prof. Kray says the results are encouraging and give negotiators more tools to work out compassionate solutions.

“Our findings reveal an optimistic message. Even when people are in powerful positions, situations in which cold-hearted, rational actors might be expected to behave opportunistically, we are finding instead that their feelings of sympathy motivate them to help the disadvantaged,” says Kray.

Laura Kray is the Warren E. and Carol Spieker Chair in Leadership at Berkeley-Haas.

ShareTweetSendScanShareSharePinSend

NEWSLETTER SIGN-UP

STAY CONNECTED

TRENDING

Study uncovers a “particularly alarming” link between men’s feelings of personal deprivation and hostile sexism

One in four people may experience estrangement from a sibling in adulthood, study finds

Virtual reality can inoculate people against the allure of alternative romantic partners, study finds

Two “dark” personality traits help explain the link between childhood adversity and suicide risk

Nipple erection influences perceptions of women’s intelligence, morality, and sexuality

Study links deviations in circadian rhythm patterns to psychiatric problems in adolescents

RECENT

Nipple erection influences perceptions of women’s intelligence, morality, and sexuality

When skin becomes smoother, the face is seen as prettier, even if it isn’t detectable

Study uncovers a “particularly alarming” link between men’s feelings of personal deprivation and hostile sexism

New study links “catfishing” to heightened levels of psychopathy, narcissism, and sadism

Many self-identified heterosexuals report feeling attracted toward individuals of the same sex, study finds

Two “dark” personality traits help explain the link between childhood adversity and suicide risk

People are more inclined to get COVID-19 booster after reading tweets that target regret, study finds

Study links deviations in circadian rhythm patterns to psychiatric problems in adolescents

Currently Playing

Individuals with dark personality traits are less oriented towards long-term mating strategies

Disclosing victim status reduces online dating matches regardless of race or sex

Individuals with dark personality traits are less oriented towards long-term mating strategies

Dark Triad
Longitudinal study examines the effects of adversity on wise reasoning

New study examines the psychological mechanisms underlying Solomon’s paradox

Social Psychology
Engaging in religious practice, even if you don’t believe, may increase your capacity to delay gratification

Engaging in religious practice, even if you don’t believe, may increase your capacity to delay gratification

Cognitive Science
New study sheds light on how three distinct types of first impressions predict subsequent dating outcomes

New study sheds light on how three distinct types of first impressions predict subsequent dating outcomes

Relationships and Sexual Health
A single, moderate dose of psilocybin reduces depressive symptoms for at least two weeks, controlled study finds

A single, moderate dose of psilocybin reduces depressive symptoms for at least two weeks, controlled study finds

Depression
Study identifies factors that influence the link between men’s body esteem and their ability to enjoy their sexuality

Study identifies factors that influence the link between men’s body esteem and their ability to enjoy their sexuality

Mental Health
  • Cognitive Science
  • COVID-19
  • Mental Health
  • Social Psychology
  • Drug Research
  • Conspiracy Theories
  • Meditation
  • Psychology of Religion
  • Aviation Psychology and Human Factors
  • Relationships and Sexual Health
  • Evolutionary Psychology
  • Neuroimaging
  • Psychedelic Drugs
  • Dark Triad
  • Political Psychology

About

PsyPost is a psychology and neuroscience news website dedicated to reporting the latest research on human behavior, cognition, and society. (READ MORE...)

  • Contact us
  • Privacy policy

Subscribe
  • My Account
  • Cognitive Science Research
  • Mental Health Research
  • Social Psychology Research
  • About PsyPost
    • Contact us
  • Privacy policy

Welcome Back!

Login to your account below

Forgotten Password?

Retrieve your password

Please enter your username or email address to reset your password.

Log In

Add New Playlist

This website uses cookies. By continuing to use this website you are giving consent to cookies being used.