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 agosto 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 […]
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A Compelling Story Can Disarm Even a Skeptical Negotiator