The assumption that negotiators can and should eradicate emotions from negotiating is unrealistic. Instrad, effective negotiators know how to handle emotional outhursts including how to respond when the other negotiator evokes their “nemesis.” A “nemesis” is the hidden part of ourselves that we project onto others who push our hot buttons. When emotions are intense, understanding the possiblity that you may be giving or receiving a projection can help you sidestep escalatory behavior. This article explores the concept of the nemesis and offers practical steps for confronting it as well as responding to others' emotions at the negotiating table.

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2003
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