How to Negotiate When Negotiating Makes You Nervous: Insights with Moshe Cohen

Recognizing Triggers

Recognizing emotional triggers is crucial in negotiation. Moshe Cohen explains that the stories we tell ourselves can either empower or hinder us. He advises becoming the author of our narratives rather than the victim. This involves acknowledging when we are triggered and choosing to slow down instead of pushing through emotional distress 1. Cohen also highlights the importance of managing moments during negotiations, suggesting techniques like slowing down your heart rate and reengaging thoughtfully 2.

   

Managing Emotions

Managing emotions effectively can significantly improve negotiation outcomes. Moshe Cohen and Kwame Christian discuss the importance of slowing down during critical moments to avoid mistakes. Cohen suggests finding personal techniques to remain calm, such as taking notes or pausing the conversation 3. He also emphasizes the need to rewrite unproductive narratives, replacing them with more empowering stories that better serve our negotiation goals 4.

   

Self-awareness

Self-awareness is a cornerstone of effective negotiation. Cohen recommends techniques like acknowledging the other person's statements and asking questions to buy time and calm down. Writing things down can also help slow the pace and manage stress 5. He stresses the importance of recognizing and letting go of unproductive stories, making conscious choices about the narratives we maintain 6.