In the Media

Researchers at MIT and elsewhere have published a study examining how extended “silence and a deliberative mindset create value in negotiation,” reports MSNBC reporter Selena Rezvani. “Our research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind," says Prof. Jared Curhan. "This, in turn, leads to the recognition of golden opportunities to expand the proverbial pie and create value for both sides.”