For over two decades, Moshe Cohen has been helping people unlock their potential to negotiate more effectively, communicate more skillfully, lead more purposefully, and manage conflict more artfully. His book, Collywobbles: How to Negotiate When Negotiating Makes You Nervous, combines negotiation with emotional intelligence to help you overcome emotional barriers, apply your skills, and become a more effective negotiator.

Moshe has been helping people improve their skills since 1995 when he founded The Negotiating Table and has been teaching Questrom School of Business, Boston University since 2000. Moshe has worked with thousands of students as well as companies and organizations all over the world. As a mediator he has worked to resolve hundreds of matters, and has also coached executives, managers, and individuals on negotiating more effectively.

In this episode, Moshe, a physicist and an engineer by training, explains how he got into the field of negotiation and whether his technical background helps him at the negotiation table. He also shares what inspired him to write "Collywobbles" and gives a brief overview of the key themes and topics covered in his book. Moshe also explains why negotiation makes us nervous and what are the consequences of nervousness in general and in particular in negotiation. We also discuss how we can achieve better negotiation results despite nervousness and anxiety.