Controlling Your Emotions During a Negotiation



Moshe Cohen, a elder lecturer at Boston University’s Questrom School of Business, says you can’t take the emotion out of a negotiation. After all, negotiations revolve around conflict, risk, and reward—which are inherently emotional. Instead of sidelining your feelings, grasp them. Cohen explains how to grasp your triggers and use your emotions and those of your counterparts to your advantage.

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