THE ROLE OF EMOTIONS IN NEGOTIATIONNegotiation Workshop May,2014

THE ROLE OF EMOTIONS IN NEGOTIATION Emotions are an unavoidable part of being

human. And, are a part of every negotiation. When we recognize that someone else is interfering with our achieving goals or preventing us from getting what we want, emotions often spring forth.

Conflict becomes the inevitable result.

Feelings and emotions very significantly influence how people deal with conflict.

THE ROLE OF EMOTIONS IN NEGOTIATION Conflicts in the world like Arab Spring

conflict, The Israelis and Palestinians, The abortion debate. In each case the disputants have extremely

strong emotions that have impeded the resolution of the conflict.

Emotions have the potential to play a positive or negative role depending on a variety of circumstances

THE ROLE OF EMOTIONS IN NEGOTIATION Positive Emotions ; increase your chances

for reaching agreement. Negotiators experiencing positive emotions

during the process use less aggressive tactics,

Are more creative, show respect for others perspectives and even improved cognitive ability.

Those who experience empathy tend to facilitate and improve communication as well.

THE ROLE OF EMOTIONS IN NEGOTIATION Conversely negative feelings have a

damaging impact. The process itself can create or increase the

bad feelings if rudeness or misrepresentation or challenges to our authority is perceived

Resulting in one party becoming antagonistic or wanting revenge for the perceived slights.

These feelings can obstruct discussion and make it difficult to proceed in a constructive way.

COMMON NEGATIVE EMOTIONS THAT IMPACT NEGOTIATION Anger and Fear. Anger disrupts negotiations in three ways: Causes a loss of trust thus clouding our

objectivity;

Narrow the focus from broader topics to the anger-producing behavior; and

Misdirects the goal from reaching agreement to getting even.

COMMON NEGATIVE EMOTIONS THAT IMPACT NEGOTIATION Solutions: Deal with anger directly and constructively Never underestimate the power of an

apology in negotiation. Acknowledging the source of the anger and

apologizing for any action. Try some modest concession. Help the other side "save face" after an

angry outburst.

COMMON NEGATIVE EMOTIONS THAT IMPACT NEGOTIATION Fear can come from feeling overwhelmed,

unprepared or surprised. Feeling the fear is one thing, showing it is another.

Recognize that fear is a natural response and use the heightened awareness that it brings

Never show it! Practice projecting confidence. Fake it till you make it.

After awhile you will actually begin to feel the confidence you are projecting.

Also recognize that fear can lead you to accept a poor but hasty agreement just to get things over with. Giving into this temptation always backfires.