When Negotiating, 30 Seconds to Set the Tone

As the founder and director of
Harvard’s International Negotiation Initiative, Daniel Shapiro has had his hand in numerous discussions between dignitaries, terrorists, lawyers, business leaders, and even real estate practitioners. Shapiro, a trained psychologist, has embarked on a new field of study in trying to understand emotions as they pertain to negotiating. As a world-renowned academic, he travels across the globe teaching his ideas. Yesterday, he presented “Capturing the Power of Negotiation” at Northwestern University.

Shapiro argues that there are hundreds of emotions, and it’s often difficult to focus in on one when trying to come to a resolution. Instead, he believes one should focus on five core concerns: Read more