emotions

things you already know

5 things you already know about your next negotiation

27th June 2016

At CMA, we spend a lot of time with people assisting them to prepare for their negotiations.  A frequent refrain is, “But I never have enough time to prepare.” This may be true, and there are certainly going to be times when you don’t have as much time as you would like to prepare for [...] READ MORE

Oil & Water

Emotions and Negotiation – Like Oil and Water?

8th July 2014

Is there a place for emotions in negotiation? People often say, “I’m a professional, feelings don’t matter.” “Good decision-making is objective. Emotions just get in the way.” Or my favorite, as tribute to the Godfather, “It’s not personal. It’s business.” But bets are that you’ve sat in a meeting, fuming on the inside not sure what [...] READ MORE

Robots talking to eachother

Should the workplace be an emotion-free zone?

17th November 2015

“Leave your emotions at the door!” This has been the unspoken mantra of the corporate world for so long that it might as well be printed in the induction materials. For many years, I bought into this expectation. After spending five years training my mind in the hyper-rational disciplines of Science and Law, it made [...] READ MORE