Controlling Your Emotions During a Negotiation

HBR IdeaCast

Harvard Business Review

Leadership, Entrepreneurship, Communication, Marketing, Business, Business/management, Management, Business/marketing, Business/entrepreneurship, Innovation, Hbr, Strategy, Economics, Finance, Teams, Harvard

4.4 • 1.9K Ratings

🗓️ 23 January 2018

⏱️ 26 minutes

🔗️ Recording | iTunes | RSS

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Summary

Moshe Cohen, a senior lecturer at Boston University's Questrom School of Business, says you can't take the emotion out of a negotiation. After all, negotiations revolve around conflict, risk, and reward — which are inherently emotional. Instead of sidelining your feelings, understand them. Cohen explains how to understand your triggers and use your emotions and those of your counterparts to your advantage.

Transcript

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0:00.0	Hey everyone it's Kurt we need your help with our annual survey this is your last chance to help us get to know you so we can make idea cast even better for you
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0:17.0	And thanks for listening. Welcome to the HBO Ideacast from Harvard Business Review. I'm Kurt Nickish in for Sarah Green Carmichael.
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1:00.9	composers Louis Weeks and Nick to Pray, and they created this for you.
1:06.0	We hope you like it.
1:08.2	Now, on to the show.
1:10.9	There's this phrase in business, you've heard it before. Leave your emotions at the door.
1:16.0	The idea being that in the competitive world of companies and corporate ladders and the ruthless marketplace,
1:22.0	you get ahead by being rational, by seeing the situation
1:25.9	for what it is not letting your emotions get in the way.
1:30.9	But our guest today says that's wrong. Navigating the business world is about conflict
1:36.2	and risk and reward and those are fraught with emotions for everyone involved.
1:41.6	Particularly in negotiations.
1:44.2	They decide everything from your salary to your company's business dealings.
1:48.6	And that's why our guest says you get ahead not by sidelining your emotions but by confronting them, preparing for
1:55.1	them, understanding them, and using them to your advantage.
1:59.4	Our guest today is Emotion Cohen.
2:01.4	He's a senior lecturer at Questram School of Business at Boston University.
	...

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