One big problem people have when negotiating for a job or a raise is that they get in their own way. Negotiating unleashes a brew of emotions – fear of rejection, a lack of confidence, doubts – that can sabotage them. The British have coined a word for this type of anxiety: collywobbles. Moshe Cohen, author of “Collywobbles: How to Negotiate When Negotiations Make You Nervous,” consults with companies and individuals on leadership and negotiation strategies. But his idea for the book came out of the graduate classes on negotiation he teaches at Boston University. Cohen realized that even... Continue Reading

September 8th, 2022