Great Negotiators Think With Heads, Not Hearts

You'd think that mutual-benefit negotiators would be marshmallow roasting kumbya singing feel-good left coast long-haired hippie soft-minded liberal push-overs . . . girly men . . . but you'd be wrong. One of our favorite negotiation experts - Adam Galinksy at the Kellogg School of Management - recommends negotiating with our heads rather [...]