From the course: Gender in Negotiation

Unlock the full course today

Join today to access over 24,000 courses taught by industry experts.

Managing emotion in negotiation

Managing emotion in negotiation

From the course: Gender in Negotiation

Start my 1-month free trial Buy for my team

Managing emotion in negotiation

“

- [Presenter] Are you familiar with the acronym HALT. It stands for Hungry, Angry, Lonely or Tired. When you're making a decision, you should stop and consider whether you're feeling any of those. If so, it's not a good time to decide. Your choice is likely to be driven by emotion rather than logic. The two emotions that most often dominate negotiation experiences are anger and anxiety. So let's unpack each of these, let's explore strategies for everyone to keep them under control. You might be under the impression that showing anger in a negotiation is a way to appear powerful. This is a common misconception. Research shows that anger hurts the negotiation process by making people more combative and more likely to reject offers and showing anger makes the other person like and trust you less. Harvard University's Alison Woodbrooks says bringing anger to a negotiation is like throwing a bomb into the process. It can…

Contents