How to negotiate like a madman

07/15/2013 | Knowledge.Insead.edu

Richard Nixon bamboozled the Soviets by taking risks such as flying nuclear-armed bombers near their borders, then withdrawing the planes -- a strategy intended to make him seem literally crazy and thus harder to extract concessions from. Now, researchers contend that unpredictability and sudden mood swings can be desirable traits in business, too. "Usually people don't like uncertainty, so when the recipient sees that you are behaving in an unpredictable way, they feel that they're not in control of what is happening in the negotiation," says researcher Marwan Sinaceur.

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