Emotion and the Art of Negotiation

Understanding how different emotions?anxiety, anger, regrets, etc.?affect the negotiation process and how to improve responses.

Author(s): Alison Wood Brooks

Publisher: Harvard Business Review

Date of publication: 2015

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Synopsis

This article is one of the sources used in Manageris’ synopses:

Managing emotions during a negotiation

Emotions play a major role in the course of a negotiation. How can we learn from recent research in behavioral psychology and neuroscience to take advantage of these emotions, rather than suffering from them?

270b – Synopsis (8p.) Negotiation

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