Dealing With Emotions in Business Negotiations

Your ability to turn negative emotions into positive ones is one of the greatest skills you can have as a negotiator.

All too often, negotiators stumble when feeling angry, frustrated, demeaned, anxious, humiliated, or any of a score of other negative emotions. They don’t know how to deal with negative emotions when they surface, or how to generate positive emotions to get the result they want.

At the Program on Negotiation, we have devised a unique, psychological framework that will help you to use emotions as an asset when you negotiate, even in the most difficult circumstances, big or small, professional or personal.

Our new two-day program, Dealing With Emotions in Business Negotiations, offers a powerful, breakthrough approach for identifying and addressing the core psychological needs that lie at the heart of most emotional barriers to agreement. This is not another seminar on emotional intelligence. Based on breakthrough research on the psychological dimension of negotiation by Roger Fisher and Harvard psychologist Daniel Shapiro, this framework will focus you on five core human concerns that lie beneath most emotions in a negotiation. You will learn how to:

• set the emotional tone of your negotiations and motivate others to seek agreement
• handle negative emotions without getting overwhelmed by them
• use emotions as you negotiate to extract value, build durable relationships, and generate mutual gains

We look forward to seeing you in Cambridge!

Daniel Shapiro, Director of INP, and Jamil Mahuad, INP Senior Advisor and former President of Ecuador.