Cast List: Controlling Your Emotions During a Negotiation

Controlling Your Emotions During a Negotiation

HBR IdeaCast

Episode: Controlling Your Emotions During a Negotiation
Website: HBR IdeaCast
Feed URL: http://feeds.harvardbusiness.org/harvardbusiness/ideacast
Duration: 00:25:31
Published: 2018-01-24 00:00

Moshe Cohen, a senior lecturer at Boston University's Questrom School of Business, says you can't take the emotion out of a negotiation. After all, negotiations revolve around conflict, risk, and reward — which are inherently emotional. Instead of sidelining your feelings, understand them. Cohen explains how to understand your triggers and use your emotions and those of your counterparts to your advantage.

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