Heen: In negotiation, counterparties' core interests are fundamentally feelings
Sheila Heen · #57 Sheila Heen: Decoding Difficult Conversations · May 15, 2019 · at 44:58
Harvard Law School negotiation lecturer Sheila Heen explains that successful dealmaking requires addressing emotional drivers such as worries, excitement, and risk tolerance.
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“So when we teach negotiators, it's like interests are feelings. What people care about, what people worry about, if we're going to get this deal done, you've got to respond to what people worry about, care about, can get excited about, can get on board with, how much risk they're willing to tolerate.”
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