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Leveraging Emotion In Negotiation

Bibilography

Susan Hackley. "Leveraging Emotion in Negotiation." Harvard Business School (2006)

Adler, Rosen, Silverstein, "Emotions in Negotiation: How to Manage Fear and Anger," Negotiation Journal, 14:2 (April 1998), pp. 161-179.

Conflict resolution. http://www. conflictresoultionjournal.org 2006, Jan. 27

"Leveraging Emotion in Negotiation." Harvard Business School (2006) Susan Hackley.

Introduction

At some point in each of our lives we all have to hit the negotiation path and run. It is to our benefit to stay levelheaded and not think or act too hastily. It is not uncommon for emotions to run high when we are discussing something that is important to us, therefore, it is important to tame ones feelings when approaching the negotiation table. Strong emotions, when effectively used, can make you a passionate advocate in a negotiation setting. However, negative emotions that arise in the heat of the moment can often be distracting and potentially destructive......


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Approximate Word Count: 1405
Approximate Pages: 6 (250 words per double-spaced page)

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