You’re Not Bad at Negotiating — You’re Just Emotional

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 2 May 2025

⏱️ 34 minutes

🔗️ Recording | iTunes | RSS

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Summary

The real battle in negotiation happens in your head. In this episode, negotiation expert and author Moshe Cohen joins Kwame to reveal the uncomfortable truth: most failed negotiations aren’t about tactics — they’re about emotions. You’ll learn why your inner stories, unconscious triggers, and emotional reactions hijack your performance when it matters most — and how to take back control. Whether you're facing a high-stakes meeting or just struggling to speak up, this episode is your playbook for mastering the conversation inside your head before you ever open your mouth. In this episode: The hidden emotional triggers that derail smart people How to rewrite the story you're telling yourself Real strategies to stay calm, think clearly, and speak powerfully under pressure Connect with Moshe Buy the book ⁠Collywobbles: How to Negotiate When Negotiating Makes You Nervous ⁠Follow Moshe on LinkedIn https://negotiatingtable.com/ Contact ANI ⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Transcript

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0:00.0	Hey, I'm Kwame Christian and you are about to step into the world of Negotiate Anything,
0:06.2	the number one negotiation podcast in the world where we teach you how to make difficult conversations easier while getting more of what you want in the process.
0:14.7	Each episode is packed with practical tips and strategies from the experts.
0:19.5	We delve into negotiation, conflict resolution,
0:22.7	and leadership skills that are crucial in both business and in life. Whether you're closing a deal,
0:28.3	managing a team, or navigating personal relationships, negotiate anything provides you with the tools
0:33.9	you need to succeed. Our conversations are real, relatable, and most importantly, rooted
0:39.8	in practicality. So if you're ready to transform your conversations and elevate your negotiation skills,
0:46.2	join me on Negotiate Anything. Subscribe and listen on Apple Podcasts, Spotify, or wherever you love to
0:52.7	listen. Let's make every conversation a winning negotiation.
0:58.9	Moshe, thanks for joining us today. Thank you so much for inviting me.
1:02.3	It is my pleasure, my friend. So how would you get a started by telling us a little bit about
1:06.2	yourself and what do you do? So I teach negotiation at both at Boston University in companies all over the world
1:12.0	and lots of different organizations, for profit, nonprofit, and government organizations. I'm a mediator.
1:17.5	I've been a mediator for a long time since 1995, and I've been teaching negotiation and then
1:22.6	other fields like leadership and communication conflict resolution since 1996. My background is actually a little
1:28.7	unusual because I started off in physics and engineering. My undergraduate was in physics and discovered
1:32.9	that physics is really, really hard. I moved over to electrical engineering, which didn't seem
1:36.8	quite as hard as physics because nothing is as hard as physics and did that for about 13 years
1:42.1	and got a master's in it before going to business school and discovering negotiation, mediation, and falling in love with what I do now.
1:48.2	I love it. And listeners, this is our second attempt at a podcast because our first time we just hung out and chatted for like an hour and had to reschedule.
1:57.7	So we are making it happen for you, listeners. This is really exciting. So
	...

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