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Playlist
Negotiation Part 3: Using Positive Emotions (4 videos)
Negotiating for Women: Use Positive Emotions to Get to a "Yes"
This “Negotiation Advice for Women” video series offers you powerful strategies to negotiate a raise, a promotion, more vacation time, or a better work schedule. 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 warmth and empathy. In Part 3, you’ll learn how to frame your negotiation as a cooperative effort and use positive emotions, body language, and tone of voice to achieve your negotiation goals. Make sure to explore the rest of the "Negotiation Advice for Women" series for more research-based tips to help you succeed in your next negotiation.
By Ashleigh Shelby Rosette, Associate Professor of Management and Organizations at Duke University, Fuqua School of Business