AALL Spectrum

AALL Spectrum | January/February 2016 | Volume 20, Number 3

AALL Spectrum / Published by American Association of Law Libraries

Issue link: https://epubs.aallnet.org/i/628170

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Page 24 of 51

JANUARY/FEBRUARY 2016 | AALL SPECTRUM 23 W henever the topic of negotiations comes up in conversation, people have different reactions. ere are those who feel the thrill of adrenaline as they anticipate going to battle. But, oen, the prospect of negotiating makes people feel anxious. We don't want to get suckered, and we certainly don't want to look foolish in front of others. And what if the other party says, "No!"? en what are we supposed to do? Bringing this anxiety into a negotiation can have the effect of a self-fulfilling prophecy. ere is a better way. As miserable as you may feel over the idea of negotiating, whether it be for a promotion, new iPads for your team, or a seat at a strategic planning meeting, some simple frameworks and a bit of planning can net a big shi to the outcome in your favor. By approaching a pending nego- tiation as a problem that needs to be solved rather than as a televised boxing match, you can not only manage your emotions at the table, but you can also free up mental bandwidth to think better on your feet. NEGOTIATING EFFECTIVELY: Advice for managing your emotions and thinking faster on your feet. BY KAREN CATES, PhD GETTING TO WIN-WIN

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