The study involved 106 MBA students, with the reported negotiations taking 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. Before going on a trip, the developer told the contractor that quality was all that counted. In an effort to improve his/her 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 suggested the contractor’s statements may have triggered sympathy. In the end, both parties worked out an amicable agreement that would split the additional cost of the wood. 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 benefited 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 showed that sharing one’s vulnerability in a genuine way can be beneficial. Moreover, while it was suggested that being transparent about one’s misfortune is more effective when initiated by someone in the weaker position, negotiators in the stronger position who tried to gain sympathy were seen as being manipulative. “Our findings reveal an optimistic message,” Kray said. “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.”
We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking “Accept”, you consent to the use of ALL the cookies.
This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.