

Highlight Reel: The Art of Emotion Control in Negotiations
Nov 10, 2024
Karen Walch, a negotiation expert, shares research showing that thorough preparation can boost negotiation outcomes significantly. Chelsea Elliott discusses the pivotal role of emotional intelligence, emphasizing self-awareness and relationship management in tough conversations. Doug Witten highlights the importance of recognizing and channeling emotions productively, drawing on stoic principles. Together, they provide essential strategies for staying composed, reading emotions effectively, and navigating challenging discussions with confidence.
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Preparation is Key
- Prepare thoroughly before any negotiation, even if it seems simple.
- Using negotiation preparation tools can significantly improve outcomes and satisfaction.
The Missing "Who"
- Negotiators often focus on strategy, alternatives, and desired outcomes.
- However, understanding "who" you and your counterpart are is crucial for success.
Two Sides of Emotional Intelligence
- Emotional intelligence comprises understanding and managing your own emotions (the "I").
- It also includes reading and managing others' emotions and the relationship (the "we").