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How Can We Get Better At Negotiation?
Resume"Speak when you're angry, and you'll make the best speech you'll ever regret."
But, when it comes to negotiation, emotion always play a role — no matter how much data, strategy, numbers or rationality we think we bring to the table.
We ignore the importance of emotion at our peril.
Dan Shapiro has new ways of thinking about how emotion and identity play into negotiations of all kinds: between romantic partners, political parties, warring nations, etc.
He shares those insights in his new book, "Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts."
Guest
Daniel Shapiro, author of "Negotiating the Nonnegotiable: How To Resolve Your Most Emotionally Charged Conflicts" and founder and director of the Harvard International Negotiation Program.
More
Forbes: Negotiating The Nonnegotiable: How To Understand Conflict And Resolve Yours Successfully
- "Have you ever gotten into a fight with a family member over a straightforward issue — such as a financial decision — and all of a sudden it mushrooms into a big fight? The conflict should rationally take two minutes to resolve but takes two hours. This experience is what I call vertigo — when you get so emotionally consumed in a conflict that you can’t see beyond it. There are a bunch of these forces that I talk about in my book, and the more aware you are of these forces, the more you can retake control of your own relationships."
This segment aired on May 25, 2016.
