Prepare to Negotiate

Negotiations are an integral part of any business and one of the most overlooked aspects of it is the personal preparation. How am I feeling? What will make me angry? How do I react if x? What feelings shall I show if necessary?

People tend to prepare by looking at possible outcomes, equilibria and game theories. But personal and emotional preparations are maybe even more important than the wanted outcomes as there is no way to achieve the desired objective of the negotiation if we are not prepared emotionally. Here is a good summary by HBR:

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