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In his book No, Jim Camp tells us that decisions are made from the emotional side of the brain.  This has many implications for us as negotiators. The attached article from the Harvard Program on Negotiation illustrates one way that emotion can be used to send a message.  It cites one real-life example from President Obama’s negotiations with Congress, as well as a hypothetical example for a situation we might encounter.

http://www.pon.harvard.edu/daily/negotiation-skills-daily/expressing-emotions-strategically/?mqsc=E08/09/117:34AM

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