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Shake hands for better negotiations

For Better Negotiations, Start with a Handshake

There might be some truth to the reason why we shake hands for better negotiations. According to University of California at Berkeley’s Juliana Schroeder, a graduate of Chicago Booth’s PhD program; Chicago Booth’s Jane L. Risen; and Harvard’s Francesca Gino and Michael I. Norton, shaking hands increases cooperation between people in various negotiations. It might also make you more cooperative than you want to be.

The researchers studied how spontaneous handshaking affects multi-issue, integrative negotiations using two scenarios: the hypothetical sale of a car and a hypothetical job offer.

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