Humans are primarily emotional. We bring fears into our negotiations. If we push too hard, we might get nothing. If we antagonize the other party, they might retaliate. We also worry about damaging relationships. The whole negotiation process is emotional. And when you get emotional, your ability to do what you know you should do decreases.
Two years ago, Moshe Cohen published “Collywobbles: How to Negotiate When Negotiating Makes You Nervous).” The term “Collywobbles” means the kind of stomachache you get when doing something that makes you anxious. His book looks to address an issue people are taught how to do, but when they have to do it, they choke. Something happens between theory and execution. Usually, they get nervous or anxious.
So what do you do when you feel like your emotions are taking over? Moshe shares some strategies in this episode of Negotiations Ninja.
Outline of This Episode
- [1:43] Learn more about Moshe Cohen
- [3:24] Why most people get collywobbles
- [4:25] Where does fear stem from?
- [5:49] Competitive and cooperative negotiation styles
- [7:06] The pitfalls that impact negotiations
- [9:00] Stop your false perceptions in their tracks
- [13:37] Why managing moments is critical
- [16:45] Physical health is often overlooked
- [18:23] Pay attention to physical signals
- [20:45] What Moshe learned from his background
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