emotional intelligence and negotiation

The following items are tagged emotional intelligence and negotiation:

Emotional Intelligence in Negotiation

Posted by & filed under Dealmaking.

You feel a little nervous during your first meeting with a new colleague, Steve, to negotiate a long-term project to be co-managed by your respective divisions, but he immediately puts you at ease. Warm and friendly, he makes it clear he’s highly motivated to reach an arrangement that will help both divisions. When talks grow … Read  

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