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HBR Guide to Emotional Intelligence (HBR Guide Series)
book

HBR Guide to Emotional Intelligence (HBR Guide Series)

by Harvard Business Review
June 2017
Beginner content levelBeginner
256 pages
3h 47m
English
Harvard Business Review Press
Audiobook available
Content preview from HBR Guide to Emotional Intelligence (HBR Guide Series)

CHAPTER 14

An Emotional Strategy for Negotiations

by Alison Wood Brooks

It is, without questions, my favorite day of the semester—the day when I teach my MBA students a negotiation exercise called “Honoring the Contract.”

I assign students to partners, and each reads a different account of a (fictitious) troubled relationship between a supplier (a manufacturer of computer components) and a client (a search engine startup). They learn that the two parties signed a detailed contract eight months earlier, but now they’re at odds over several of the terms (sales volume, pricing, product reliability, and energy efficiency specs). Each student assumes the role of either client or supplier and receives confidential information about company finances ...

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HBR Guide to Emotional Intelligence

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Publisher Resources

ISBN: 9781633692732