emotional intelligence and negotiation

The following items are tagged emotional intelligence and negotiation:

Negotiation Research You Can Use

Posted by & filed under Negotiation Skills.

Negotiators often are advised to tamp down strong emotions and behave as rationally as possible at the bargaining table, but that can be easier said than done. More realistically, negotiators need skills and tools that can help them cope with their own potentially destructive emotions and those of their counterparts. Some people come by these skills … Read More 

Emotional intelligence brings mixed results

Posted by & filed under Dealmaking.

As you sit down to negotiate with a new colleague over a long-term project being managed by your divisions, you feel a bit nervous. Steve, though, immediately puts you at ease. He is warm and friendly, undaunted by the challenging task confronting you. As you begin your discussion, Steve makes it clear that he is … Read More