Handling Emotions

Handling Emotions

Learn strategies for handling emotions in negotiations, and how to build understanding when negotiations get heated and communication breaks down.


You’ve no doubt heard that emotions have no place in a negotiation—that you should check your emotions at the door and remain calm, cool, and collected throughout. But there’s a problem with this advice: it’s really quite useless. In negotiations, emotions are inevitable for three simple reasons:

First, you’re a human being, not a legal machine, so you’re almost certainly feeling something.

Second, you have limited control. You can’t ever know for sure how your counterpart will respond to...