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In this Harvard Business Review article, Alison Wood Brooks discusses the impact of emotion on effective negotiation and how to manage our emotions and the emotions of our counterparts for increased success.
Professor of Business Administration at Harvard, Brooks shares a negotiation exercise she does with MBA students on “Honoring The Contract.” She shares here detailed approaches for dealing with emotions while negotiating:
In the pages that follow, I discuss—and share coping strategies for—many of the emotions people typically feel over the course of a negotiation. Anxiety is most likely to crop up before the process begins or during its early stages. We’re prone to experience anger or excitement in the heat of the discussions. And we’re most likely to feel disappointment, sadness, or regret in the aftermath.
Learn more about Allison Wood Brooks and find more resources on her faculty web page https://www.hbs.edu/faculty/Pages/profile.aspx?facId=684820
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