![]() ![]() Brooks’s work shows that when people tell themselves they’re excited, rather than anxious, before important tasks, they’re more engaged and perform better. Positive emotions can actually help facilitate a more favorable outcome, and feelings like anxiety or nervousness can be channeled to achieve success. ![]() ![]() While strong negative emotions can come with high costs at the bargaining table, not all emotions are detrimental to negotiation. These findings have been tied to research by HBS Professor Alison Wood Brooks, who found that anxious negotiators tend to make more modest first offers, have lower expectations in deal-making discussions, and exit situations early, among other pitfalls. They also described a feeling of pessimism regarding the other party’s trustworthiness and self-doubt about their own ability to perform. The study revealed that even experienced professionals have mixed and conflicted feelings about negotiation, including anxiety over unknowns and self-doubt about performance. Participants were asked to assemble collages of images they associated with negotiation. To explore this relationship, Wheeler conducted a study with colleagues, which involved in-depth interviews with experienced negotiators regarding their thoughts and feelings about the bargaining process. The emotions you feel when entering a negotiation can have a profound impact on the outcomes you achieve. In his talk, Wheeler shares key findings from his research at HBS, insights from seasoned negotiators, and practical tips you can use to emotionally prepare for your next bargaining session.Ĭheck out a full recording of Wheeler’s discussion below: In a recent lecture streamed via Facebook Live, Harvard Business School Online Negotiation Mastery Professor Mike Wheeler explored the role of emotions in dispute resolution, and the ways those feelings can be channeled to create value and close deals. But beyond an agile strategy and keen understanding of deal-making tactics, success at the bargaining table requires having the right mindset and a high degree of emotional intelligence. Extensive preparation is essential to any negotiation. ![]()
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