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Negotiating Effectively in an Emotional World
Cutter Consortium, Jan 2011, Pages: 12
The success or failure of negotiations often depends on your ability to negotiate in the presence of strong emotions. You need to develop an awareness of what you are feeling during the negotiation and be able to respond productively to those emotions. Similarly, you need to learn how to hear not only what the other party is saying, but also the emotions that underlie those words. By paying attention to emotions, managing your impulses, and keeping your eyes open to emotional clues by the other party, you can gain great advantages and become a more effective negotiator.
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