Martin Schweinsberg 🚢

Professor & psychologist @esmtberlin · I study why negotiations end with a no · I also write about the psychology of analyzing data

[Martin Schweinsberg 🚢 @m_schweinsberg]

You can read all about who loses when prices are negotiated in @AChandra_TO @sgulati and @Jim_Sallee.

I loved reading this paper! Wish the dataset was available.

[Martin Schweinsberg 🚢 @m_schweinsberg]

Negotiating might just be the highest Return on Investment activity you can do - yet most people don't negotiate.

1. 59% - 80% of car buyers 'hate' negotiating.
2. But those who negotiate well save $1,200 on the same car!

How can you get yourself to negotiate?

[Martin Schweinsberg 🚢 @m_schweinsberg]

Realize you're always asking on behalf of / for people who depend on you. Who benefits from your negotiation?

Your kids, spouse, parents, friends, team members?

Contrast the negotiation pain with their pleasure from more time, money and freedom.

[Martin Schweinsberg 🚢 @m_schweinsberg]

phenomenon, (c) mechanical (non) replications, and (d) the survival of discredited hypotheses."

[Martin Schweinsberg 🚢 @m_schweinsberg]

(Phaf, 2020): "Many researchers rely more on null-hypothesis significance testing than literature studies to determine whether results are worthwhile. Four problematic publication practices are symptomatic for the theoretical deficit: (a) reinventing the wheel, (b) the Proteus

[Martin Schweinsberg 🚢 @m_schweinsberg]

To raise better kids, say no.

"It turns out that saying no pays off far beyond avoiding raising spoiled kids. When we always yield to our children’s wants, we rob them of the opportunity to find solutions."

Great piece by @ScottSonenshein https://t.co/fjQ2ximur8

[Martin Schweinsberg 🚢 @m_schweinsberg]

You are easy to control when you say yes to everything

[Martin Schweinsberg 🚢 @m_schweinsberg]

Two great books on this and related topics by @ jjvincent and Theodore Porter:

[Martin Schweinsberg 🚢 @m_schweinsberg]

We collect data and analyze it to have some 'hard numbers' to help us make better decisions.

We tend to "trust the numbers" more than we do simple intuitions, and quick decisions.

Careful analysis helps, but we must beware unintended consequences.

On our trust in numbers:

[Martin Schweinsberg 🚢 @m_schweinsberg]

Academics care about citations, publications, and journal lists.

We count and quantify to track and measure.

What do these metrics mean in the end?

Meaning is eventually created through conversation, discourse, and qualitative reasoning.

[Martin Schweinsberg 🚢 @m_schweinsberg]

@samdahan06 Congratulations, Sam - so deserved 🚀🥳🎉

[Martin Schweinsberg 🚢 @m_schweinsberg]

Asked to join a seemingly useless committee? Say no the E.B. White way:

"I must decline, for secret reasons."

[Martin Schweinsberg 🚢 @m_schweinsberg]

The golden rule of saying no: be slow to say yes.

[Martin Schweinsberg 🚢 @m_schweinsberg]

Three costs of not saying no:

1. stress
2. overwhelm
3. anxiety

Not saying no also creates guilt towards the people that matter most to us.

[Martin Schweinsberg 🚢 @m_schweinsberg]

Read the paper here: https://t.co/GNebmWYNDo

[Martin Schweinsberg 🚢 @m_schweinsberg]

Much-needed paper with practical advice to build psychological theory.

Follow the 5 simple steps of theory construction methodology.

@BorsboomDenny @rogierK @BrianHaig

[Martin Schweinsberg 🚢 @m_schweinsberg]

Read the entire article here:

https://t.co/d0RAnpSjuO

[Martin Schweinsberg 🚢 @m_schweinsberg]

Why You Should Learn to Say ‘No’ More Often

"When we dole out an easy yes instead of a difficult no we tend to overcommit our time, energy and finances."

@thewildwong shares 5 simple ways to practice saying no:

[Martin Schweinsberg 🚢 @m_schweinsberg]

5. Your no probably sounds less aggressive than you think

Research (Ames & Wazlawek, 2014 ) @Wazlawek found that negotiators who seemed appropriately aggressive to their counterparts mistakenly thought they were too aggressive.

Your 'no' is likely to be fine, if said with tact