The Leadership: Influence and Decision Making speaker series provides an opportunity for scholars to share and learn about cutting edge research related to the topic of leadership, broadly defined.
You are invited to attend on Thursday, September 26, 2019 with guest speaker Jared Curhan, Associate Professor, Work and Organization Studies, MIT Sloan School of Management. Refreshments served!
"Silence is Golden: Silence, Deliberative Mindset, and Value Creation in Negotiation"
A central focus of research on negotiation has been to help negotiators shift from default win-lose assumptions to a more efficient, integrative approach. This presentation explores a novel method to facilitate that shift—namely, the use of brief silent pauses during negotiation. Study 1 reveals a positive association between naturally occurring silence and value creation. Study 2 shows that instructing one or both parties to use brief, silent pauses leads to more integrative agreements. Study 3 establishes a mechanism for this effect, whereby negotiators who use silence adopt a more deliberative mindset, which in turn leads to value creation. Study 3 also demonstrates a boundary condition involving status differences. These findings have important implications for negotiation theory and practice.