Emotions in Negotiation - The Effects of Emotion & Methods to Maintain Control
For years it was accepted wisdom that people could and should leave their emotions outside the negotiating room door. Now, research teaches us that we can't disregard our emotions, and that when we try, we make poor decisions. But when we let our emotions get the best of us, they strongly affect negotiating behavior and our success. Part 1 of this comprehensive article explores the effects our emotions have on negotiations.