Home-Field Advantage

How important is location in negotiation? When you have a choice, should you be concerned about negotiating in the home field of the other party? Overall, research suggests that it is best to stick with your home field or at least to choose a neutral location. In any case, it is best to avoid the other party’s home field.

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How Power Affects Influence

Is it easier or more difficult to persuade people when they feel powerful? In general, power acts like an amplifier—it strengthens existing thoughts and attitudes, and it also drives people into action. So when you want to change people’s minds, it is best to try persuading when people feel less powerful. Yet, if people already agree with you and you only want them to take action, then they are more likely to do so when they feel powerful.

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