The Listening Triangle in Negotiation

Have you ever had to go into conversation where you needed to advocate for yourself and really feel like you weren’t coming from a position of power? Learn how to calm anxiety, and regain your negotiating power.

For most people, anxiety is a fear or concern about the future. And having that anxiety going into any negotiation can really feel like a loss of power. But emotions are a normal part of negotiation, and you can use them to your advantage.

Moshe Cohen teaches the next generation of business leaders how to engage in effective negotiations as a senior lecturer at Boston University’s Questrom School of Business. And he wrote the book “Collywobbles: How to Negotiate When Negotiating Makes You Nervous.” He speaks to Morra Aarons-Mele about how to approach negotiating when you are prone to anxiety - and what to do when you recognize anxiety across the bargaining table.