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Web Automation

The Angry Negotiator. InShare0 Adapted from “Emotional Strategy” by Margaret A.

The Angry Negotiator

Neale (professor, Stanford University), first published in the Negotiation newsletter. Most negotiations require us both to compete to claim value and to cooperate to create value. The ability to move back and forth between these two goals is a critical—and difficult—skill. How do emotions affect value creation and claiming?