How to deal with anger during a negotiation

Monday, November 24, 2014, International Negotiation, by Eliane Karsaklian

Human beings are reaction machines. The most natural thing they do when confronted with a difficult situation is react—to act without thinking. There are three common reactions: striking back (because of the belief that attacking is the best defense), giving in (to just be done with it), and breaking off (abandoning the negotiation). You should not […]