RT Journal Article
SR Electronic
T1 A Reliance on Predatory Behavior in the<br/>Context of Financial Negotiation as<br/>Soon as Given a Chance? <em>A Three</em>
               <br/>
               <em>Group Cross-Sectional and Longitudinal Study</em>
               <br/>
               <em>on the Concept of Perceived Predation</em>
JF The Journal of Wealth Management
FD Institutional Investor Journals
SP 85
OP 98
DO 10.3905/jwm.2012.15.2.085
VO 15
IS 2
A1 Olivier Mesly
A1 Jean-Pierre Lévy Mangin
A1 François-Éric Racicot
YR 2012
UL https://pm-research.com/content/15/2/85.abstract
AB This article discusses the notion of perceived predation (the idea that a vis-à-vis wants us harm, by surprise) and reveals some of the key findings following a longitudinal study conducted with three different groups in 2011. The study shows that untrained people invited to negotiate financial transactions with another party naturally tend to adopt a strong stance, one that can be perceived as predatory, whereas those with training in negotiation adopt somewhat of a more conciliatory attitude. The important implication of such findings is that portfolio managers who attempt to maximize their client’s wealth in an unrestricted manner may well, consciously or not, turn against the very interests of those clients by using techniques that minimize perceived predation.TOPIC: In wealth management