Michael Wheeler的动态

Tense negotiations What’s the toughest negotiation you ever faced? And what made it so hard: was it the problem or the people? Or was it both? Here’s a short video about the importance perspective taking—understanding the pressures that other people are feeling, hence the attitudes and feelings that they bring to the bargaining table. (The video was created by the team that developed my HBX Negotiation Mastery course.) The better you know other people’s back story, the better you’ll be able to collaborate. Make it a priority to learn about what’s really driving them—beyond the specific substance of whatever deal you seek to make. Just as important, honestly examine your own emotion and the assumptions they’re based on. Together with this post, I also put up a full-length Influencer article called “Check Your Emotional Baggage Before You Negotiate.” It spells out pre-negotiation steps you can take to be emotionally prepared to perform at your best, even in situations as tense as the one in this video. Check it out. I hope find it useful!