Intense Emotions Can Work Students learn that it s important to keep their emotions in check in many cases but at the same time successful negotiations often require finding the right balance of approaches. It can be revealing to discover that expressing intense emotions during negotiations—even anger—can be effective in certain situations. The students find out that maybe it s OK to be angry sometimes Mohan says.
It can work. In one exercise Mohan divides his students in pairs giving them all the same data and preparation materials in negotiating the sale of a piece of property. Eyes are opened when Mohan shares the results and Chinese Overseas America Number Data the students see how well they fared price wise compared to others. It opens people up to Gee maybe I should try different things he says. And that s the nice thing about testing out negotiating skills in a classroom setting Mohan assures his students it s OK to experiment and even to fail. This isn t the real world and you should feel safe enough to try some things out to see what works he says.
The negotiation exercises become increasingly complex involving multiple parties with varying interests. For example when a chief financial officer and a marketing person are involved in negotiations the costs down while the marketing executive is looking for a successful campaign outcome. Some students blatantly voice their interests across the bargaining table while others are more guarded—and they learn through the process of getting to a deal how much information it makes sense to share along the way. If it s unclear where the selling price should ultimately land the first number mentioned in a negotiation often has a big impact on subsequent talks.
發表於 2024-3-12 11:31:40
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