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Listen to this audiobook in full for free on hotaudiobook.com/free Title: When You Shouldn’t Try to Dominate a Negotiation Author: Scott Wiltermuth Narrator: Fleet Cooper Format: Unabridged Length: 6 mins Language: English Release date: 08-27-15 Publisher: Harvard Business School Genres: Newspapers & Magazines, Business Publisher's Summary: Should you act dominantly or deferentially when you negotiate? Negotiators generally believe that dominance will give them an edge - and for good reason. Some past studies have shown that when negotiators act dominantly by raising their voices, expanding their body postures to appear larger, and moving themselves to physical positions associated with power they can often claim more of the value available in a negotiation. ©2015 by the President and Fellows of Harvard College, All Rights Reserved (P)2015 Audible, Inc.