A Compelling Story Can Disarm Even a Skeptical Negotiator
MIT Sloan Mgmt Review ·Leopold Ried and Lutz Kaufmann. <p>Leopold Ried is an assistant professor of management at the University of Melbourne. Lutz Kaufmann is a professor of business negotiations and procurement at WHU – Otto Beisheim School of Management.</p>
·31 August 2026
Ivan Diaz/Unsplash Human beings are not good at separating fact from fiction. But surely hard-nosed B2B professionals are different? Our research suggests otherwise. In two experiments with 622 B2B sales professionals, we gave participants a negotiation scenario in which a buyer either lied or told the truth. We then g...
Ivan Diaz/Unsplash Human beings are not good at separating fact from fiction. But surely hard-nosed B2B professionals are different? Our research suggests otherwise. In two experiments with 622 B2B sales professionals, we gave participants a negotiation scenario in which a buyer either lied or told the truth. We then gave half the participants a story […]
Original story
Read the full article on MIT Sloan Mgmt Review
We publish our own summary for informational purposes. The rights to the original content belong to its publisher.
Was this useful?
A Compelling Story Can Disarm Even a Skeptical Negotiator