Negotiations and Emotions


The small cues: expressing certain emotions can influence negotiations.



We often negotiate in our personal and professional life. We negotiate with our children about their curfew time and with members of the family about household chores.

We negotiate about rent and when we buy or sell a car or a house. The work environment frequently involves negotiations between employers and employees about important issues, such as promotions, benefits, and pay raise, as well as between coworkers and with outside parties, such as customers, potential partners, and in mergers. In any negotiation, it’s important to use certain tools that could tip the scale in our favor. But most people are not aware of how expressing certain emotions can influence negotiations... read more


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