Understanding and Effectively Using Emotions in Negotiation:
1. Balance. Successful negotiators are calm but alert.
Patient and proactive. Creative, yet firmly grounded. Maintaining those
feelings and attitudes in proper proportion is just as important as mastering
the substance of the negotiation.
2. Attunement. Getting in synch with counterparts is
essential. If they are defensive and hostile, everyone is dragged down.
3. Influence. Emotions are contagious. When we bring anxiety
to the bargaining table, others sense it. Conveying optimism is in our interest.
4. Resilience. Self-awareness is key: We need to know our
own hot buttons and how to recover when others push them.
5. Satisfaction. Knowing what we want to feel at the end of
negotiation helps us to get there.
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