The Science of Gender and Negotiation
As with every aspect of leadership we’ve looked at in this book, the human brain is the seat of negotiation, and men and women bring many similar and many different brain assets to the negotiating table. One primary area of assets (and differences) is in reading faces and other behavioral signals during the negotiation.
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The Mind of the Negotiator Can Be Mapped
Whether you are male or female, your brain does the work of negotiation in this way:
• The visual and aural centers (seeing and hearing) pick up cues from the folks sitting around the table with you.
• These centers perceive the signals, creating a perceptual representation in the temporal lobe.
• Those perceptions are ...
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