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Gidget. Woody from Cheers. Peter Pan.
The three of them would have made a crackerjack negotiating team. Why? Because people with trusting natures assume the best of folks across the table and so are less likely to engage in counterproductive behaviors that lead to poor outcomes, according to a new study from the John Hopkins Carey Business School in Baltimore.
A trust-based approach to negotiations “helps produce understanding, insight and joint gains for the parties on both sides of the table,” says lead investigator Brian Gunia.