Schmooze Over Personal Details Before Negotiating

Don’t underestimate schmoozing:

...schmoozing greases the wheels of sociality and commerce, allowing relationships and deals to develop despite the friction involved in negotiations. (Morris, Nadler, Kurtzberg, & Thompson, 2002, p. 99)

Personal information (e.g., what’s happening in your life) is particularly effective (Worthy, Albert, & Gay, 1969).

• Morris, M., Nadler, J., Kurtzberg, T., & Thompson, L. (2002). Schmooze or lose: Social friction and lubrication in e-mail negotiations. Group Dynamics: Theory, Research, and Practice, 6(1), 89.
• Worthy, M., Gary, A. L., & Kahn, G. M. (1969). Self-disclosure as an exchange process. Journal of personality and social psychology, 13(1), 59.