What advice would you give to a friend who is negotiating a contract? Do you believe that you only get what you want by being nice? Or perhaps play the tough negotiator and put on a poker face so others can't read you? Or maybe you believe great negotiators are born or you should always rely on intuition or gut feel?
We have all sorts of laymen beliefs about what works and what doesn't in negotiations. But what if I told you that the advice above is all wrong? Join Jun Gu to find out more about negotiation myths and how busting them can make you a better negotiator.
Dr. Jun Gu is an Associate Professor of Organisational Behaviour in the Department of Management at Macquarie Business School, Macquarie University. Dr Jun Gu research focuses on the individual behavioural decision-making processes in the context of ethics, leadership and negotiation. He has published in prestigious journals in on Organisational Behaviour and Human Decision Processes, Journal of Organisational Behaviour, Journal of Experimental Psychology and Journal of Business Ethics. He is on the editorial board of the Journal of Vocational Behaviour and a member of the reviewer panel for the Journal of Organisational Behaviour. He specializes in teaching negotiation, leadership and ethics in the Macquarie Business School MBA and corporate development programs and has helped more than 2000 students and trainees develop essential skills in these areas.
Duration: 30 Minutes