Address the Concern, Not the Emotion

The core concerns are human wants that are important to almost everyone in virtually every negotiation. Rather than trying to deal directly with scores of changing emotions affecting you and others, you can turn your attention to five core concerns:

  • Appreciation
  • Affiliation
  • Autonomy
  • Status
  • Role

You can use them as levers to stimulate positive emotions in yourself and others. If you have time, you can also use them as a lens to understand which concern is unmet and tailor your actions to address the unmet concern.

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