A #CornellILR study shows that a way to make assertive offers while reducing chances of no-deal outcomes is to “soften” your speech w/ linguistic hedges: "Softening proposals helps get the conversation started & fewer people walk away” says @alicejlee.bsky.social. www.ilr.cornell.edu/news/researc...

📖New #SPPS research demonstrates the strategic value of hedged language in negotiations: Negotiators who softened assertive offers maintained anchoring benefits while reducing counterpart exits, leading to superior outcomes versus direct proposals. Read more: ow.ly/wFmI50UuZjM