Keep Your Cool

A recent CNN article about managing negative emotions in the workplace points out that in tough times, keeping your cool is essential. The same typically holds true in the negotiation context. Tempers often flair in high-stakes negotiations and this can lead to an...

Becoming A More Emotionally Intelligent Negotiator

Have you ever seen someone completely lose control in a negotiation? Perhaps you inadvertently pushed one of their emotional buttons, and they let loose with a stream of invectives. Or perhaps they just suddenly started crying. Of course, perhaps it was you who lost...

Pay Attention to Core Emotions to Help Negotiations

A successful lawyer, she had left her practice to start a family. And she loved it, but it was a tough adjustment. While practicing law, she had staff who reported to her and she made decisions affecting thousands of people. At home, she discussed most significant...

Temper has no place in negotiations

“On several occasions I got so angry at the other side’s actions that I wrote a nasty e-mail and shot it off. Fortunately, it didn’t destroy the negotiations. But I’m worried my temper will cause bigger problems next time. What should I do?” This comment, from a...