It's become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control?

Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren't taught—but they're expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does.

Outline of This Episode

• [2:30] Svitlana Kalitsun's background in negotiation
• [4:57] Why we counter emotion with emotion
• [6:52] How to counteract an angry response
• [11:41] How to deal with a counterparts emotion
• [17:11] What happens after you've cooled down?
• [18:24] Why "I feel" versus "you are"
• [22:00] Emotion is a distraction from the negotiation
• [22:52] How to connect with Svitlana Kalitsun

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• The Negotiation Academy

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