Internships and research

IB has capable and motivated students looking for both internships and/or thesis subjects. Perhaps your company needs marketing research done? Maybe you’re shorthanded? Contact jamk by writing to Juha Saukkonen at firstname.lastname@jamk.fi or by commenting in Facebook or here on the blog!

Never Get Angry in a Negotiation

By Jessica Stillman
Source: http://www.inc.com/jessica-stillman/never-get-angry-in-a-negotiation.html

New research out of Stanford reveals cool threats beat angry words when it comes to negotiating.

If you based your negotiating style on what you see in movies, you might think shouting while being a lawyer is the way to go, but luckily entrepreneurs have more solid information to go on than the imaginings of Hollywood screen writers. Recent research conducted by professors out of Stanford and INSEAD rigorously compared the effects of showing anger (whether real or feigned) in negotiations with the effects of cool but open threats.

To do this the team ran a series of four experiments, asking study participants to negotiate first with one another and then with a computer program, which the test subjects were led to believe was actually a human negotiating partner, testing how many concessions an angry negotiating style was able to wring out of opponents versus the number of concessions won through clear but collected threats. What were the findings?

“Our results say that anger isn’t as effective as a simple threat in getting people to concede,” Margaret Neale, a Stanford professor of organizations and dispute resolution who participated in the research told Stanford Knowledgebase, which goes on to explain the details of the later computer-simulated negotiation experiments:

When the computer made angry statements (and made them late in the negotiation, before rounds 5 and 6), it was able to elicit an average of a little more than 14 concessions; in the threat condition, on the other hand, the average number of concessions was higher — about 15.5 when the threats came late in the negotiation. The same pattern of threats trumping anger held with expressions of anger or threat in earlier rounds, although both types of statements proved less effective than when delivered closer to the end of the negotiation.

Remarkably, even though threatening negotiators got their counterparts to concede more, they created less ill will than did angry negotiators: In a follow-up study, the participants rated the threatening negotiators as more likable than angry negotiators.

Further questioning of participants revealed that threatening but collected negotiators come across as more poised and confident, which led those across the table to believe their threats were thought out and serious. Meanwhile, angry outbursts were often perceived as a passing storm of emotion – a hissy fit in everyday language — that a savvy negotiator could simply wait out.

The takeaway from the research is clear. Forget the movie stereotypes and ditch the theatrics and emotional outbursts if you’re trying to get the most out of a negotiation. Instead, calm but clear threats late in the game appear to be the most effective – and as an added bonus, this approach will probably mean you’ll even be seen as more likeable at the end of the negotiation.

Do these research results jive with your real-world experience of negotiations?

Read more:

• Make Your Vacations Good For Business
• The Fast Track to Start-Up Life
• Make Your Employees Feel Less Busy

Jessica Stillman is a freelance writer based in London with interests in unconventional career paths, generational differences, and the future of work. She has blogged for CBS MoneyWatch, GigaOM, and Brazen Careerist. @EntryLevelRebel

Writing a Thesis? This Book Might Help!

Are you writing your thesis?  I am and have found this book to be very helpful.  It’s available in Finnish and English.  The English translations were done by Marietta Gates.  You might know her as she used to be head of IB.  This book is very informative about types of research and validity of results and also gives hints on a sensible layout to help you organize your thoughts.  If you don’t know where to start and the thesis feels like an impossible task this book just might get you over that first hurdle.  The official description is below as well as a link to where it can be purchased.

Rafting Through the Thesis Process
Step by Step Guide to Thesis Process.

Publications of JAMK University of Applied Sciences 114/2011
Author(s): Jorma Kananen

Publication info

This book is a practical step-by-step guide for thesis writers. It explains research concepts and techniques in simple layman’s terms and helps you raft through the thesis process without hitting the worst rocks.

The book covers both qualitative and quantitative research methods. Special emphasis is on the criteria of scientific research, reliability and validity, as well as presentation of quantitative material.

The thesis is often seen as an insurmountable challenge. Thesis research is, however, no rocket science – except for rocket scientists. Scientific work proceeds according to certain rules, just like any other work that aims at a good end result. This book will help you reach that result.

Jorma Kananen is Principal Lecturer in Business Research and Development at JAMK University of Applied Sciences, Finland, and has a long career as a market researcher and teacher of scientific research.

Publication series: Publications of JAMK University of Applied Sciences
ISSN: 1456-2332
ISBN 978-951-830-184-7
Published: 2011
Pages: 158
Price: 30 €

More information and purchasing possibilities from: http://www.jamk.fi/kirjasto/julkaisut/julkaisuja/2/0/114_2011_rafting_through_the_thesis_process