By Eric Barker
July 25, 2015
IDEAS
Barker is the author of Barking Up The Wrong Tree

Be nice.

We often associate negotiation with being tough or manipulative. While there are certainly situations where that’s the case, a great deal of the recent research says we can improve our results by thinking more about making friends than waging war.

A great deal of what it takes to influence others, gain their compliance and lead successful negotiations is just good advice on how to be a decent person.

Could you be taken advantage of? Yes, but in the long run a good reputation pays off. And if you find that being nice isn’t working, then there is always the darker side of negotiation technique.

For more on how to be a better negotiator, from the former lead international hostage for the FBI, click here.

This piece originally appeared on Barking Up the Wrong Tree.

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