#23: Using and Controlling Emotions in Negotiation
The Persuasion Lab with Martin Medeiros
00:00
Emotional Dynamics in Negotiation Strategies
Exploring the impact of personal attacks and concession building on the negotiation process, the chapter stresses the significance of questioning during attacks and maintaining a neutral stance when responding to concessions. It warns against formulating negotiation strategies when feeling negative emotions, as they can influence perceptions of future outcomes.
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