Negotiating with Emotion

How to place yourself in a propitious emotional state before a negotiation.

Author(s): Kimberlyn Leary, Julianna Pillemer, Michael Wheeler

Publisher: Harvard Business Review

Date of publication: 2013

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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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