Leveraging Emotion in Negotiation
Bibilography
Susan Hackley. "Leveraging Emotion in Negotiation." Harvard Business School (2006)
Adler, Rosen, Silverstein, "Emotions in Negotiation: How to Manage Fear and Anger," Negotiation Journal, 14:2 (April 1998), pp. 161-179.
Conflict resolution. http://www. conflictresoultionjournal.org 2006, Jan. 27
"Leveraging Emotion in Negotiation." Harvard Business School (2006) Susan Hackley.
Introduction
At some point in each of our lives we all have to hit the negotiation path and run. 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. The approach suggests: (1) expressing appreciation for the other party 's concerns, (2) building affiliation, (3) respecting the autonomy, (4) respecting status of all concerned, and (5) playing the right roles in a negotiation. " Hackley. "Leveraging Emotion in Negotiation" Harvard Business School (2006)
"Express Appreciation"
The authors suggest that we show our concern and empathy for the other parties feelings and perspectives. They also suggest trying to find merit in the perspective of the other party and communicating through words and actions.
Emotions play positive and negative roles in negotiation. On the positive side, emotions make us care for our own interests and about people. Empathy can
Susan Hackley. "Leveraging Emotion in Negotiation." Harvard Business School (2006)
Adler, Rosen, Silverstein, "Emotions in Negotiation: How to Manage Fear and Anger," Negotiation Journal, 14:2 (April 1998), pp. 161-179.
Conflict resolution. http://www. conflictresoultionjournal.org 2006, Jan. 27
"Leveraging Emotion in Negotiation." Harvard Business School (2006) Susan Hackley.
Introduction
At some point in each of our lives we all have to hit the negotiation path and run. 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. The approach suggests: (1) expressing appreciation for the other party 's concerns, (2) building affiliation, (3) respecting the autonomy, (4) respecting status of all concerned, and (5) playing the right roles in a negotiation. " Hackley. "Leveraging Emotion in Negotiation" Harvard Business School (2006)
"Express Appreciation"
The authors suggest that we show our concern and empathy for the other parties feelings and perspectives. They also suggest trying to find merit in the perspective of the other party and communicating through words and actions.
Emotions play positive and negative roles in negotiation. On the positive side, emotions make us care for our own interests and about people. Empathy can