Negotiation Part 3: Using Positive Emotions
To get a better deal, approach your next negotiation as a partnership instead of a battle.
By Ashleigh Shelby Rosette, Associate Professor of Management and Organizations at Duke University, Fuqua School of Business
Download Discussion Guide (PDF)This “Negotiation” video series gives you concrete strategies you can use to effectively negotiate for what you want. You may think you need to hide your emotions and stay tough during negotiations, but research proves you’re more likely to strike a deal—and gain more—if you show positive emotion. In this video, learn how to strategically use positive emotions to achieve your negotiation objectives.
