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It is to our benefit to stay levelheaded and not think or act too hastily. It is not uncommon for emotions to run high when we are discussing something that is important to us, therefore, it is important to tame ones feelings when approaching the negotiation table. Strong emotions, when effectively used, can make you a passionate advocate in a negotiation setting. However, negative emotions that arise in the heat of the moment can often be distracting and potentially destructive to your outcome.
This article looks at a recently published book by negotiation scholars Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate," the article offers a new step by step strategy to dealing effectively with emotions in negotiation...
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Common topics in this essay:
- Distributive Negotiation vs. Integrative Negotiation
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