The Emotionally Intelligent Negotiator:
Effectively Using Emotions in Negotiations

No matter how hard-nosed and numbers-based you try to be, emotions do play a role in negotiation. Whether you’re talking salary with a colleague who’s also a friend … bargaining with a hated adversary … or buying a long-held family business, emotions color our perceptions and influence our behavior.

Realizing how your emotions affect you at the bargaining table can give you a leg up in your next negotiation. But learning how to effectively use this knowledge can put you in control. That’s why Leadership Briefings is once again proud to partner with Harvard’s Program on Negotiation to present a new session: The Emotionally Intelligent Negotiator: Effectively Using Emotions in Negotiations.

Harvard Business School professor Michael Wheeler shares his groundbreaking research in this field. Working with Kimberlyn Leary, a clinical psychologist and psychoanalyst at Harvard Medical School, Professor Wheeler surveyed hundreds of managers, and discovered answers to these key questions:

• In negotiations, when should you hide your emotions?
• When should you express them?
• How can you identify signs of anxiety by your counterparts?
• What emotions do even veteran negotiators betray?
• Can revealing emotions – positive or negative – HELP your cause?

In our fast-paced, 75-minute recording, you’ll learn the answers to these questions and many others – along with Professor Wheeler’s Steps to Understanding and Effectively Using Emotions in Negotiations:

1. Balance. Successful negotiators are calm but alert. Patient and proactive. Creative, yet firmly grounded. Maintaining those feelings and attitudes in proper proportion is just as important as mastering the substance of the negotiation.
2. Attunement. Getting in synch with counterparts is essential. If they are defensive and hostile, everyone is dragged down.
3. Influence. Emotions are contagious. When we bring anxiety to the bargaining table, others sense it. Conveying optimism is in our interest.
4. Resilience. Self-awareness is key: We need to know our own hot buttons and how to recover when others push them.
5. Satisfaction. Knowing what we want to feel at the end of negotiation helps us get there.

The bigger the negotiation, the bigger the emotional impact. By understanding and managing your emotions – and those on the other side of the table – you can gain the advantage you need.

Sincerely,

Adam Goldstein, Publisher
Leadership Briefings

P.S. Your satisfaction is unconditionally guaranteed. If The Emotionally Intelligent Negotiator fails to meet your needs, we will refund every penny you paid — no hassles, no questions asked.

Note: Some materials mentioned in the audio presentation are not included in the support materials.

About Your Speaker:

Michael Wheeler is a professor at the Harvard Business School where he teaches Negotiation and The Moral Leader, among other courses. He is also a co-founder of the Program on Negotiation at Harvard Law School and teaches in PON’s Negotiation and Leadership executive education program. Professor Wheeler is the editor of the Negotiation Journal … has written 10 books … and has developed scores of negotiation exercises and self-assessments. He advises corporations and governments worldwide on negotiations.