Make Your Emotions Work for You in Negotiations

May 16, 2014 | Shirli Kopelman

In a blog post for the Harvard Business Review, Shirli Kopelman outlines a five-step approach “to make the best use of your emotions during a negotiation”:

Step 1: Be mindful

Step 2: Identify your emotional trigger and focus on something else

Step 3: Reinterpret the trigger

Step 4: Alter the emotion by changing its physiological expression

Step 5: Take action that others will see