New Research Featured in Negotiation Newsletter Reveals How to Keep a Level Head While Negotiating

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Emotions can be unexpected, but in a negotiation, they should never be uncontrolled. No doubt there are people and circumstances that push our buttons and evoke a gamut of emotional responses - anger, joy, hate, sorrow, excitement, to name a few. How we deal with our emotions during a negotiation can mean the difference between success and disaster.

"Will Your Emotions Get the Upper Hand?" is the question examined in the March issue of Negotiation presenting new research that shows how emotions affect our judgment and what we can do to negotiate more rationally. Negotiation is a monthly newsletter that offers valuable negotiating tools and techniques developed by leading experts at the Program on Negotiation (PON) at Harvard Law School, a world-renowned university consortium including Harvard Law School, Harvard Business School, John F. Kennedy School of Government, Tufts University and Massachusetts Institute of Technology.

A number of groundbreaking research studies have begun to explore the impact of emotions on our judgment, including decisions we make during negotiations. This research is supported by neuroscience that shows our immediate reactions to a situation or other stimuli are often emotional. New findings on how emotions affect decisions can help you anticipate how certain feelings may influence your negotiations and help you adjust your strategies accordingly.

Understanding the significant impact that positive and negative emotions can have in a negotiation is the first step in handling yourself and the desired outcome. "Successful negotiation requires emotional intelligence - not just strategic smarts," advises Robert H. Mnookin, Chair of the Program on Negotiation and the Williston Professor of Law at Harvard Law School.

The article "Will Your Emotions Get the Upper Hand?" is available to download for free from the Program on Negotiation's Web site at:

The March issue of Negotiation covers a wide variety of topics, including how to help your organization improve morale, reduce turnover and avoid lawsuits by learning the dispute system design principles presented by Harvard Law School professors Frank E.A. Sander and Robert C. Bordone. Also included in this issue is: "The Strike Zone: How to Defuse Protracted Labor Conflicts." This in-depth article is particularly timely considering the Writers Guild of America West and East's strike against the Alliance of Motion Picture and Television Producers, which dragged on for months. The creative problem-solving strategies highlighted in this article could have been employed to satisfy both sides, getting the writers back to work a lot sooner and the reruns off the television screen. The lessons presented in this article are applicable for labor disputes across all industries.

This edition of Negotiation also features advice on how a company can get the best return on investment when it comes to creating a negotiating training program for employees. Larry Susskind, Professor at Massachusetts Institute of Technology who serves as Vice-Chair of Education for the Program on Negotiation, guides you through the steps of setting up effective employee training for lasting results.

Negotiation newsletter is designed to help anyone from any profession master the art of negotiating at work, in the community and at home. In a quick reading and practical format, each monthly issue features leading-edge negotiating strategies and tactics developed at the Program on Negotiation at Harvard Law School and from contributors around the world. Negotiation is published by the Program on Negotiation in a printed newsletter format with PDF and audio versions available and is distributed to subscribers worldwide. To learn more about Negotiation and download a free article from the current issue, please visit:

About the Program on Negotiation    
The Program on Negotiation at Harvard Law School (PON) is an interdisciplinary center focused on negotiation and conflict resolution. Drawing from numerous fields of study, including law, business, government, psychology, economics, public policy, anthropology, and education, PON works to connect rigorous scholarship with applied practice.

PON presents lectures, discussions, classes, and conferences in addition to producing publications and teaching materials such as the Negotiation newsletter. Founded in 1983 and based at Harvard Law School, PON is a consortium of faculty, teachers, and staff at Harvard University, Massachusetts Institute of Technology, Tufts University, and other Boston-area schools. For more information, please visit:

Media Contacts:
Tricia Woods
(617) 325-5850

Kim Wright
(617) 495-9697


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