Reverse Interview: Kwame Christian with Dan Webb Howard
Negotiate Anything
00:00
Is It Productive to Ask About Their Emotional State?
Dan Howard is a professor in the Lundquist College of Business at the University of Oregon. He says it can be productive to ask about an opponent's emotional state during negotiations. But he warns against playing with intent, which could create instability on your end. "I'm going to tell them what I see, but I'm going to use the most respectful potential label for the emotional state"
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Transcript
