Entering a negotiation is a journey into the unknown–you have no idea how it will turn out. The uncertainty of bargaining can make even the most seasoned negotiator nervous. But you don’t have to let the tension control your thoughts and actions.
In his research, Michael Wheeler, the author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World, found a tremendous amount of tension among the parties at the bargaining table.
Don’t let your anxiety incite uncontrolled emotions at the bargaining table