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Managing Your Emotions As You Negotiate

Posted February 8, 2011 | | Amplify

Back in the 1970s, Kenneth Thomas and Ralph Kilmann defined five styles that negotiators bring to the table, based on the degree to which they care about the outcome of a particular negotiation versus the degree to which they care about the relationship with the other party.1 If you are a person who cares much more about outcomes than relati

About The Author
Moshe Cohen
Moshe Cohen is President of The Negotiating Table, a firm that provides mediation services to people in conflict as well as negotiation and conflict management training. Since founding the firm in 1995, Mr. Cohen has mediated hundreds of disputes in a variety of settings and in a multitude of topic areas, including workplace and employment disputes, discrimination complaints, torts, civil litigation, landlord-tenant evictions, divorce, family,… Read More
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