Alice Lee
@alicejlee.bsky.social
Assistant Professor of Organizational Behavior @Cornell @CornellILR. Fascinated by people and how we influence each other.
Reposted by Alice Lee
A #CornellILR study shows that a way to make assertive offers while reducing chances of no-deal outcomes is to “soften” your speech w/ linguistic hedges: "Softening proposals helps get the conversation started & fewer people walk away” says @alicejlee.bsky.social.
www.ilr.cornell.edu/news/researc...
www.ilr.cornell.edu/news/researc...
Words Matter: Softened Phrasing Helps Make Deals, Research Reveals
New Cornell research by Alice Lee, assistant professor, shows that speaking "politely" increases the likelihood of people entering into negotiations and that people who hedge perform better in negotia...
www.ilr.cornell.edu
February 4, 2025 at 5:57 PM
A #CornellILR study shows that a way to make assertive offers while reducing chances of no-deal outcomes is to “soften” your speech w/ linguistic hedges: "Softening proposals helps get the conversation started & fewer people walk away” says @alicejlee.bsky.social.
www.ilr.cornell.edu/news/researc...
www.ilr.cornell.edu/news/researc...
Reposted by Alice Lee
📖New #SPPS research demonstrates the strategic value of hedged language in negotiations: Negotiators who softened assertive offers maintained anchoring benefits while reducing counterpart exits, leading to superior outcomes versus direct proposals.
Read more: ow.ly/wFmI50UuZjM
Read more: ow.ly/wFmI50UuZjM
December 20, 2024 at 6:02 PM
📖New #SPPS research demonstrates the strategic value of hedged language in negotiations: Negotiators who softened assertive offers maintained anchoring benefits while reducing counterpart exits, leading to superior outcomes versus direct proposals.
Read more: ow.ly/wFmI50UuZjM
Read more: ow.ly/wFmI50UuZjM