"For a generation entering a tough labor market, the path to landing a dream job or securing a promotion can feel like a high-stakes battle. The common advice suggests being bold, decisive, and unyielding. However, Harvard Business School professor Alison Wood Brooks, who created and teaches one of the university's most popular courses, argues for a radically different approach rooted in 15 years of behavioral science research."
""When we think of a good negotiator, this really tough, rigid, persuasive person comes to mind," she explained on the Mel Robbins Podcast in April. "When we actually study people negotiating in practice ... often the best negotiators are people who are just great communicators ... who figure out how to figure out what other people need and then figure out how to actually deliver what other people need.""
Most successful people are effective communicators who prioritize connection over persuasion. Behavioral science research across 15 years shows negotiation success comes from understanding what other people need and delivering it rather than using forceful persuasion. A learning mindset—asking questions and seeking to understand—produces better outcomes than presenting demands. Studying emotions and how people discuss feelings improves negotiation and conversational effectiveness. Teaching conversational skills broadly helps people become better communicators across contexts. In a competitive labor market, focusing on others' needs and fostering connection increases chances of landing a job or securing promotion.
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