Leary and colleagues, authors of the HBR article "Negotiating with Emotions" make a following point: Question 33 options: In negotiation, you have to understand and channel your emotions in order to adapt to the situation and engage others. In negotiation, you have to separate people from the problem and focus on analytics. In negotiation, you have to place analysis to the forefront of everything else, as it represent a critical aspect of any interaction. In negotiation, rigorous preparation, core focus, and clear weighting of the options is the essence of success