1. Beyond Reason Harvard Negotiation Project
How to Negotiate Effectively Using Your Emotions
2. We used to ignore emotions.
But research has indicated emotions are VERY IMPORTANT in helping
to guide our decision-making.We cannot negotiate without recognize
that emotions play an enormous role in every interaction we
have.
3. Emotions are important but difficult to know.
Research by Fisher and Shapiro (2006) suggests it is better to
address the core concerns that underlie emotions. The five core
concerns are very integrated, but each appears to have a
distinctive manner in which it stimulates emotions. We also have to
make certain we are treating individuals in manners that are
(1)Fair
(2)Honest
(3)Consistent with current circumstances
4. The Five Core Concerns (Fisher & Shapiro, 2006)
1Appreciation
2 Affiliation
3 Autonomy
4 Status
5 Role
Must be addressed to make negotiation successful
5. For additional information and to see the remainder of this
presentation:
Contact Suzette Plaisance Bryan, PhD, SPHR
(985) 373-3795 [email protected]
