That is the conclusion of research presented today, Wednesday 10 April 2013, by Michael Taylor from Imperial College London at the Annual Conference of the British Psychological Society in Harrogate.<\/p>\n Michael Taylor and his fellow researchers conducted two studies in which the same negotiation was conducted face-to-face and in a sophisticated 3D virtual simulation<\/strong>. In the first study 74 people took part in a two-sided negotiation in which one party had more power than the other. In the second, 63 people conducted a three-sided negotiation where they were playing the part of people at different levels in a hierarchy.<\/p>\n The results of the first study showed that the side with less power did better in the virtual negotiations than the face-to-face ones<\/strong>. In the second study, the least powerful side outperformed the other two in the virtual negotiations but not in the face-to-face ones.<\/p>\n Michael Taylor says: \u201cIt looks as though it is a good idea for less powerful parties to negotiate from remote locations rather than face-to-face. When people negotiate from further apart, it affects their whole way of thinking<\/strong>. This can mean the contextual details of the negotiations, such as power hierarchies, have less impact on the outcome. This has implications for team negotiation and shared decision-making in the workplace.\u201d<\/p>\n <\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":" From the British Psychological Society (BPS) press release via AlphaGalileo: If you are negotiating with someone who has more power than you it is a good idea to avoid face-to-face… Read more »<\/a><\/p>\n","protected":false},"author":5,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[8],"tags":[61,12,102],"_links":{"self":[{"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/posts\/12210"}],"collection":[{"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/comments?post=12210"}],"version-history":[{"count":4,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/posts\/12210\/revisions"}],"predecessor-version":[{"id":12398,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/posts\/12210\/revisions\/12398"}],"wp:attachment":[{"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/media?parent=12210"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/categories?post=12210"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/therapytoronto.ca\/news\/wp-json\/wp\/v2\/tags?post=12210"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"walking](\"http:\/\/therapytoronto.ca\/images\/blogpics\/workplace_walking_meeting.jpg\")
If you are negotiating with someone who has more power than you it is a good idea to avoid face-to-face meetings<\/strong>.<\/p>\n