Controlling Your Emotions During a Negotiation

What this episode covers

Moshe Cohen, a senior 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, understand them. Cohen explains how to understand your triggers and use your emotions and those of your counterparts to your advantage.

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Frequently Asked Questions

How long is this episode of HBR IdeaCast?

This episode is 25 minutes long.

When was this HBR IdeaCast episode published?

This episode was published on January 23, 2018.

What is this episode about?

Moshe Cohen, a senior 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...

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