How to React to Negative Emotions in Negotiations

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When we're in a positive mood, there were more creative, right? We know when there's a distributive negotiation, we may need to be a bit more rational. There's so many layers to emotions at the negotiations table that it really should be one of those things that we think about when we're preparing for the negotiation. Know what your triggers are. Practice how to react to those triggers.

How can we get better at negotiating? We hear from a butter maker and entrepreneur about a sensitive deal she recently navigated and then use that experience to draw out the principles and practices essential to any negotiation. Ashleigh Shelby Rosette, a professor who studies and teaches negotiations, gives advice on achieving our objectives in a deal, no matter the context.