Professor Alison Wood Brooks

And I walked out, had the best time of my life.

It went so great.

And I made a video about that, how, you know, I'm not one to believe in things that without like rigor and evidence and I didn't have it.

Now I do.

Now I have a study that proves that it's not.

And this negotiation study you did, what was the mechanism for that?

Make bad offers.

So if I'm asking my boss for a pay rise, for example, and I'm very, very nervous, I'm much more likely to lower my expectations, accept a bad offer.

And leave the situation prematurely.

So what do I do about that?

What if you don't want to take the other offer?

In that context, how would you try and persuade me if you work for me?

So what would you say?

Because I do think, you know, it's very easy to get someone's backup when you walk in and ask them for money.

If you do it.

I do think that holds to be true.

I think that generally if people's first priority is what they want, then they often don't tend to get what they want.

But people who have the priority, their first priority is what I can give, tend to get what they want.

Usually when I interview people, I lead the way.

Today, I'm going to follow.