The value of an idea may be diminished if the recipient has negative opinions of the party suggesting it
This can be a major barrier in negociations, even when the terms are objectively fair.
Our perception of a proposal or offer can be influenced by the party who makes it.
See the full study here :
Ross, L., & Stillinger, C. (1991). Barriers to conflict resolution. Negot. J., 7, 389.https://heinonline.org/HOL/LandingPage?handle=hein.journals/nejo7&div=44&id=&page=
Join our mailing list to be the first to know about our upcoming events and workshops
Copyright © 2023 BVA Nudge Consulting – All rights reserved
