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.

Sign Up for NextBigWhat Newsletter

Curated. Summarized. Important News. For free.

You May Also Like

Rule 9: Take your

Rule 9: Take your biggest risks when you have little to lose. When you face asymmetric risk, it makes total sense to be bold, to grab the opportunity at hand.…
View Post

Think before you speakWords

Think before you speak Words can carry a lot of weight. Always take a couple extra seconds to think about the impact of your words before you say them out…
View Post