Negotiating with EMOTION

Negotiating with EMOTION

1. Harvard Bussines School

   • Negotiation Analysis
     • Game Theory
     • Decision Theory
   • Interpersonal Dynamics
     • Emotional Preparation

2. Thougts and Feeling Related to a Negotiation

   • Z-met Research Method
     • Relate images to Negotiation and Explain why Those pictures were chosen
   • Even experinced Negotiators feel "Insecure"
   • The cost of Anxiety
     • Can it make you perform better in Negotiatin?

3. Chris Voss, "Never Split the Difference"

   • Suicide Hotline... Understand what people says in Between the lines and stablish a relation in order to navigate their emotions
     • Emotional Inteligence

4. Erin Egan, Airbus.

   • Observe what is not said. Understand if people is aligned. Who gets to make the final decision.

5. "El Abilities"

   • Identify. Understdand. Use. Manage

6. Emotional Contagion = Reciprocity

   • Are the parties in the same Emotional Spectrum?
     • Is there a point in which every part gains?

7. Power is not always the same as Hierarchy

   • Show what you can Provide to improve the negotiation.
   • You represent interest
     • What are your Priorities?