MANAGING in the

NEW WORLD

A Harvard Business School professor has provided management consulting on five emotions that make or break rounds of negotiations. On top is anxiety or the lack of it. Deals cracked by anxious negotiators were found to be 12% less financially viable for firms. Anger is another emotion that comes into play. Angry negotiators cannot see clearly the other side of things and are often not astute enough in recalling own interests. The third emotion is disappointment and regret. Those who view negotiations as win-lose conundrums often feel excess disappointment at failures without analyzing the situation objectively.  Excessive happiness or excitement can also ruin deals in a similar way that sports tournaments penalize overt symbols of the same. Then there is gratitude. Too less of it shown can ruin the deal but too many gestures of ‘thank you’ can make the other party feel strong during negotiations.

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