Maurice E. Schweitzer is Cecilia Yen Koo Professor, Professor of Operations and Information Management, at the Wharton School of Business at the University of Pennsylvania. Along with Adam Galinsky, he co-wrote Friend & Foe: When to Cooperate, When to Compete, and How to Succeed at Both.
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Words of Wisdom
Your reaction to an opening offer can also influence your counterpart’s expectations. By reacting with a surprised look, a laugh, or a flinch, you can lower your counterpart’s expectations about the feasible bargaining zone.