Post by The Gap Partnership

“Great stories happen to those that can tell them.” – Ira Glass. When we think about negotiation, we tend to focus on what's tangible: the numbers, the offers, the concessions. And those are, obviously, incredibly important. But fascinating research from our colleagues at Negotiation Academy Potsdam GmbH shows that how you present what's tangible can be just as influential as the elements themselves. In our latest film, Markus Voeth explores how and why storytelling is a powerful negotiation tool. His research with Anke Degenhardt revealed that when negotiators use short, real anecdotes from their own lives, they shape how their counterpart interprets what follows, without triggering resistance or the sense of being persuaded.  Diana Jusepeitis from The Gap Partnership brings the science to life with practical examples of how sellers and buyers can use everyday stories to influence the perception of power and leverage - all before the real negotiation even begins. That’s negotiation in action: grounded in science, brought to life in practice. Ready to apply this in your own negotiations? The Gap Partnership can help you negotiate smarter and grow faster. #negotiation #research #science #practice #storytelling

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