ThinkWorks News

Perspective-taking is critical, researchers find

July 2nd, 2008

Ithaca, NY - In an article published in Psychological Science, researchers found that the ability to take perspective is critical in negotiations.  Participants skilled at this thinking skill were more likely to reach agreements favorable to both parties.

Northwestern University researcher Adam Galinsky summarized their findings: "Negotiators give themselves an advantage by thinking about what is motivating the other party, by getting inside their head.  Perspective-taking gives you insights into how to structure a deal that can benefit both parties."  Researchers noted that this skill has traditionally been difficult to teach.

ThinkWorks CEO Derek Cabrera noted that the Patterns of Thinking method enhances negotiating skills.  "By taking another person's point of view, you're able to construct ideas as they would and ultimately reach agreements that benefit both everyone involved.  Perspective-taking is at the root of pro-social behavior and has so many uses in the business world.  The ability to work with others really stems from this fundamental thinking skill."

Psychological Science is one of the most widely read journals in the field.  A recap of the article is available online.