In innocence, chunkin gives you multiple levers to pull that you don't have if you're going issue by issue. There's been a fair amount of research on the emotional aspect of negotiations. Happy and angry both create ian emphasis on top of the mind thinking. You want to sort of think about the emotions that actually get your counterpart to think deeply - things like surprise or sadness.
Whether we realize it or not, we negotiate everyday. But when we approach these situations as a win-or-lose battle, we’re already showing resistance, and setting ourselves up for difficulty. But what if you reframed the whole idea, to think of a negotiation not as a fight, but as a problem-solving exercise involving emotions?
In this episode of Think Fast, Talk Smart Matt Abrahams speaks with Stanford GSB Professor emeritus Maggie Neale (and author of Getting More of What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life) about what she has learned in her decades of researching negotiation and the steps that lead to more collaborative problem solving. Listen as Maggie shares tips on how to approach negotiations with intention, and what strategies can help us more easily communicate our wants and needs.
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