Negotiating in Hard Times

by Moshe Cohen

Negotiations become more challenging during economic hard times. This Executive Report by Moshe Cohen discusses three crucial factors for negotiation -- negotiating styles, the drivers of negotiating strategy, and the emotional competence of negotiators -- and examines ways in which negotiations shift relative to these factors during stressful economic climates. During such periods, negotiating styles become more avoidant, competitive, and less collaborative, while strategies focus on short-term personal interests at the expense of relationships, communication, and commitments. In addition, the ability to recognize and manage your emotions as well as the emotions of others becomes more limited. The report also provides strategies to help negotiate effectively despite today's challenging environment.