Illustrated by Nick Anderson. Based on research by Hajo Adam (former Rice Business professor), Marwan Sinaceur, Gerben A. Van Kleef and Adam D. Galinsky.
Does Erratic Behavior Work In Deal-Making?
To read the research: Sinaceur, M., Adam, H., Van Kleef, G. A., & Galinsky, A. D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49, 498-508.
Hajo Adam is a former assistant professor of management at Jones Graduate School of Business at Rice University.
Nick Anderson is a Pultizer Prize-winning editorial cartoonist.