Emotions in the Negotiation Process

Negotiations create and are affected by positive and negative emotions. Individuals with a positive attitude tend to trust each other better. They take keen interest in the negotiation and actively participate in discussions. On the negative emotion like anger act as a hurdle to an effective negotiation. A person loses control on his mind and is not in a position to think constructively in a state of anger. One’s anger must be kept under control for an effective negotiation.

Emotions as Barrier in the Negotiation Process

There are a number of ways in which emotions can hinder the ability of negotiators to reach a wise agreement in a fair and amicable way.

1. Emotions may divert our attention from substantive matters
2. Evelation of emotions can open us up to being manipulated. A careful observer of our emotional reactions may learn which issues we value most and least, and could use that information to try to extract concessions from us.
3. Unless we are careful, emotions will take charge of us. They may cause us to lose our temper or to stumble anxiously over our words.

While it is true that emotions can be a barrier to a value-maximizing agreement, the common advice to “get rid of emotions” is infeasible and unwise. On the contrary it is suggested that negotiators can improve the efficiency and effectiveness of a negotiation by gaining an understanding of the information communicated by emotions, their own and those of others,and enlisting positive emotions into the negotiation.