Why It Pays to Get Inside the Head of Your Opponent

  title={Why It Pays to Get Inside the Head of Your Opponent},
  author={A. Galinsky and W. Maddux and Debra Gilin and J. B. White},
  journal={Psychological Science},
  pages={378 - 384}
  • A. Galinsky, W. Maddux, +1 author J. B. White
  • Published 2008
  • Medicine, Psychology
  • Psychological Science
  • The current research explored whether two related yet distinct social competencies—perspective taking (the cognitive capacity to consider the world from another individual's viewpoint) and empathy (the ability to connect emotionally with another individual)—have differential effects in negotiations. Across three studies, using both individual difference measures and experimental manipulations, we found that perspective taking increased individuals' ability to discover hidden agreements and to… CONTINUE READING
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