Harvard Business Review Magazine December 2015


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Collaboration Team Building In The Cafeteria

  • Research shows that eating together enhances group performance.

Emotion and the Art of Negotiation

  • Often the more anger the parties showed, the more likely it was that the negotiation ended poorly.
  • Feeling or looking anxious results in sub-optimal negotiation outcomes.
  • Anxiety is most likely to crop up before the process begins or during its early stages. We’re prone to experience anger or excitement in the heat of the discussions. We’re most likely to feel disappointment, sadness, or regret in the aftermath.
  • Feeling or looking anxious weakens your bargaining power, so prepare and rehearse to stay calm, or ask a third party to negotiate for you.
  • People experiencing anxiety made weaker first offers, responded more quickly to each move the counterpart made, and were more likely to exit negotiations early (even though their instructions clearly warned that exiting early would reduce the value they received from the negotiation).
  • Excellent negotiators often make their counterparts feel anxious on purpose.
  • Anger often harms the process by escalating conflict, biasing perceptions, and making impasses more likely. It also reduces joint gains, decreases cooperation, intensifies competitive behavior, and increases the rate at which offers are rejected.
  • Building rapport before, during and after a negotiation can reduce the odds that the other party will become angry.

Managing Yourself Succeed in New Situations

  • Introducing yourself
    • Put yourself in the other person’s shoes
    • Practice your opening lines
    • Make the other person feel heard, valued, and respected
    • Write things down
  • Remembering names
    • Commit to paying attention
    • Repeat the name, and test your recall during the conversation
    • Write it down
    • Study and retest your recall
    • Use vivid imaginery
    • Use cheat sheets
  • Asking questions
    • Consider what you want and why
    • Determine whom to ask and if the time is right
    • Ask short, to the point questions
    • Say thank you and close the loop
    • Cultivate a buddy
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