4min chapter

Hidden Brain cover image

The Benefits of Mixed Emotions

Hidden Brain

CHAPTER

The Importance of Emotional Ambivalence in Negotiation

Naomi has found that people who express ambivolene can help to move negotiation partners toward a result that works well for everyone. In the negotiations with operative goals, where i want to win, but not at your expense, that embivlence in that context, in fact, inspired better outcomes. But it seems like it has to do with setting a co operative context to create social norms where we're sitting actually on the same side of the table and working interdependently.

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