Emotion and the Art of NegotiationArticle Harvard Business Review December Negotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares some key findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining table.
The Art of Negotiating
Do you want more vacation time? A better managed care agreement? A seat on an influential committee? A bank loan? Good negotiation skills can help you reach these or other goals when in talks with a prospective or current employer, third-party payer, or hospital administrator. Chances are, despite your years of training, you've never had a course in how to negotiate.
Negotiating is a part of everyday life, but in business it's absolutely critical to your success.
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Never Tell a Lie, Be Nice, and Consider the Timing
Creativity is critical to organizational success. Understanding the antecedents of creativity is important. Although there is a growing body of research on how mixed emotions affect creativity, most of the work has focused on intrapersonal processes. We do not know whether contrasting emotions between interacting partners i. Building on information processing theories of emotion, our research proposes a theoretical account for why interpersonal mixed emotions matter. It hypothesized that mixed- vs. We tested the hypothesis in two-party integrative negotiations dyads.