Preparing to Negotiate: How Emotional Preparation Sets the Stage for Better Deals

By Michael Wheeler

In Preparing to Negotiate: How Emotional Preparation Sets the Stage for Better Deals, one of four collaborations between Scribd Coach and Harvard Business School professor Michael Wheeler, readers can learn from one of the world’s top negotiation experts how to manage anxiety before negotiations and prepare emotionally for successful deals. In the course, you’ll learn how to manage negotiating phobia and identify anxiety triggers; how to identify your negotiation style so you have the self-awareness to enter negotiations feeling confident; and how you can ensure you’re emotionally prepared to go into a negotiating situation. Wheeler’s course also offers exercises, like the Emotional Preparation Checklist, so you can put what you’ve learned into practice immediately.

Preparing for negotiations and managing pre-negotiation anxiety is one of the toughest parts of managing deals. Wheeler’s course will bring you one step closer to making that anxiety a thing of the past.

• Language: English
• Publisher: Scribd Coach
• Release date: Sep 13, 2022
• ISBN: 9781094444451

Michael Wheeler

Michael Wheeler is an award-winning professor at Harvard Business School who has taught negotiation to thousands of MBA students, executives, managers, and public officials from companies and organizations around the world. Wheeler is editor of the Negotiation Journal, published by the Program on Negotiation at Harvard Law School, and co-chairs the board of the non-profit Consensus Building Institute. He lives in historic Gloucester, Massachusetts, his hometown.

Book preview

Preparing to Negotiate

PREPARING TO NEGOTIATE

How Emotional Preparation Sets the Stage for Better Deals

MICHAEL WHEELER

SCRIBD COACH

Copyright © 2022 by Michael Wheeler

All rights reserved

ISBN: 9781094444451

First e-book edition: September 2022

Scribd, Inc.

San Francisco, California

Scribd.com

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Introduction

Hello, and thanks for joining me. I’m Michael Wheeler, and this is Preparing to Negotiate: How Emotional Preparation Sets the Stage for Better Deals, a course from Scribd Coach.

How much do you love negotiating? If you answered immensely, good for you — but you’re definitely in the minority. Most people feel anxious about negotiating, whether they’re seasoned negotiators or entirely new to the process.

This stress often comes at a cost. It makes people wary, distorts their vision, and casts a shadow over the relationships that are essential for effective negotiation.

A study by Harvard Business School professor Alison Wood Brooks showed that people who are anxious in negotiations make fewer