Recognizing and Working with Anxiety at the Negotiating Table
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Show Notes
Have you ever had to go into conversation where you needed to advocate for yourself and really feel like you weren’t coming from a position of power? Learn how to calm anxiety, and regain your negotiating power.
For most people, anxiety is a fear or concern about the future. And having that anxiety going into any negotiation can really feel like a loss of power. But emotions are a normal part of negotiation, and you can use them to your advantage.
Moshe Cohen teaches the next generation of business leaders how to engage in effective negotiations as a senior lecturer at Boston University’s Questrom School of Business. And he wrote the book “Collywobbles: How to Negotiate When Negotiating Makes You Nervous.” He speaks to Morra Aarons-Mele about how to approach negotiating when you are prone to anxiety - and what to do when you recognize anxiety across the bargaining table.