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The Emotionally Intelligent Negotiator: Effectively Using Emotions in Negotiations

Executive Leadership and the Program on Negotiation at Harvard Law School Present:

The Emotionally Intelligent Negotiator:
Effectively Using Emotions in Negotiations

A New Interactive Webinar
Thursday, May 23 ~ 1-2:15 PM Eastern Time

No matter how hard-nosed and numbers-based you try to be, emotions do play a role in negotiation. Whether you’re talking salary with a colleague who’s also a friend … bargaining with a hated adversary … or buying a long-held family business, emotions color our perceptions and influence our behavior.

Realizing how your emotions affect you at the bargaining table can give you a leg up in your next negotiation. But learning how to effectively use this knowledge can put you in control.

That’s why Executive Leadership is once again proud to partner with Harvard’s Program on Negotiation to present a new webinar: The Emotionally Intelligent Negotiator: Effectively Using Emotions in Negotiations.

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Join us Thursday, May 23 for this unique interactive event. Harvard Business School professor Michael Wheeler will share his groundbreaking research in this field. Working with Kimberlyn Leary, a clinical psychologist and psychoanalyst at Harvard Medical School, Professor Wheeler surveyed hundreds of managers, and discovered answers to these key questions:

  • In negotiations, when should you hide your emotions?
  • When should you express them?
  • How can you identify signs of anxiety by your counterparts?
  • What emotions do even veteran negotiators betray?
  • Can revealing emotions – positive or negative – HELP your cause?

In our fast-paced, 75-minute session, you’ll learn the answers to these questions and many others – along with Professor Wheeler’s Steps to Understanding and Effectively Using Emotions in Negotiations:

  1. Balance. Successful negotiators are calm but alert. Patient and proactive. Creative, yet firmly grounded. Maintaining those feelings and attitudes in proper proportion is just as important as mastering the substance of the negotiation.
  2. Attunement. Getting in synch with counterparts is essential. If they are defensive and hostile, everyone is dragged down.
  3. Influence. Emotions are contagious. When we bring anxiety to the bargaining table, others sense it. Conveying optimism is in our interest.
  4. Resilience. Self-awareness is key: We need to know our own hot buttons and how to recover when others push them.
  5. Satisfaction. Knowing what we want to feel at the end of negotiation helps us get there.
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You’ll also be able to ask Professor Wheeler your questions on emotions and negotiating. And because this is a webinar, there is NO LIMIT to the number of colleagues you can invite to join you at your location.

The bigger the negotiation, the bigger the emotional impact. By understanding and managing your emotions – and those on the other side of the table – you can gain the advantage you need. Join us Thursday, May 23 for The Emotionally Intelligent Negotiator: Effectively Using Emotions in Negotiations.

Sincerely,

Adam Goldstein, Publisher
Executive Leadership

P.S. FREE Bonus Gift. The first 50 registrants for The Emotionally intelligent Negotiator will receive Mastering Business Negotiation. This Special Report shows you the tactical ploys to use – and the strategic pitfalls to avoid – in your next negotiation. We’ll send you this PDF download (a $39.95 value) absolutely free – IF you’re among the first 50 sites to sign up.

P.P.S. And Your Satisfaction is Unconditionally Guaranteed. If The Emotionally intelligent Negotiator fails to meet your needs, we will refund 100% of your tuition. No hassles, no questions asked. We won’t even get emotional about it.

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Date: Thursday, May 23
Time: 1 to 2:15 p.m. ET

Early Registration Bonus:

The first 50 registrants for The Emotionally intelligent Negotiator will receive Mastering Business Negotiation. This Special Report shows you the tactical ploys to use – and the strategic pitfalls to avoid – in your next negotiation. We’ll send you this PDF download (a $39.95 value) absolutely free – IF you’re among the first 50 sites to sign up.

About Your Speaker:

Michael Wheeler is a professor at the Harvard Business School where he teaches Negotiation and The Moral Leader, among other courses. He is also a co-founder of the Program on Negotiation at Harvard Law School and teaches in PON’s Negotiation and Leadership executive education program. Professor Wheeler is the editor of the Negotiation Journal … has written 10 books … and has developed scores of negotiation exercises and self-assessments. He advises corporations and governments worldwide on negotiations.

Who Should Attend:

  • HR professionals
  • Supervisors and managers
  • Executives
  • Office managers
  • Business owners

Since this is a webinar, you and your entire staff can attend in the comfort of your office or conference room for one low price! You may include as many people as you wish while listening on a single phone line.

Pricing Options:

Access Every Business Management Daily webinar for one low price!

Webinar: $197
CD Recording: $197
Webinar & CD Recording: $297

Unlimited number of participants at one site. Contact us for multi-site discounts.

Can't attend the webinar? We'll reserve a CD Recording in your name.

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Credit Hours:

This event is certified for credit hours toward the American Society of Administrative Professionals’ (ASAP) Professional Administrative Certificate of Excellence (PACE). For more information, visit www.asaporg.com.

This event is sponsored by:
Business Management Daily
7600A Leesburg Pike, West Building, Suite 300 • Falls Church, VA 22043-2004
(800) 543-2055 • Customer@BusinessManagementDaily.com