Negotiating with Emotion

Here is a great article by Kimberlyn Leary, Julianna Pillemer, and Michael Wheeler. The Harvard Business Review magazine posted this article earlier this year. “Negotiating with emotion” is worth reading for anyone that has experienced tense emotions in a negotiation.

I especially liked this comment section where Ruben Terminasian wrote:  “In order to stay cool during tough negotiation professional negotiators often recommend to look at the emotional level of the counterpart. This is indeed a good advice as it keeps your ego busy watching the other persons’ ego. The effort always pays back. After all, people most likely will forget what you said or even did, but they never forget how you made them feel.”