emotions in negotiating

Business & Finance
Tutor: None Selected Time limit: 1 Day

  1. Does emotion delay the negotiation process, or prevents parties from reaching an agreement? Why or why not?
  2. As a negotiator, what are the benefits of emotion in negotiation?
  3. Evaluate some of the strategies for dealing with emotion in negotiation.
Oct 2nd, 2015

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Generally, emotions usually lead to a delay in the negotiation process. This is so because the different parties involved have to understand each other before the negotiations can go on. Emotions can also prevent parties from reaching the agreement. This is not always the case as the parties have to understand the emotions of each other. Emotions are thus not always bad.

As a negotiator, emotions have a number of benefits in a negotiation process. For instance, they usually help you understand the kind of person you are negotiating with. they also offer room for one to internalize the different issues you are negotiating about. 

There are a number of strategies one can use to deal with emotions in a negotiation process. First and foremost, one must understand and identify the source of the emotion. Since they can affect the cooperation of an individual, understanding the source of emotions can help minimize them. Another way to deal with emotions is to talk about them. In this case, one can use venting process to minimize its effects although this can be quite dangerous. This means that facing the emotions is another way of dealing with it. However, one can decide to do nothing but to wait for the emotional party to cool down. 

Please let me know if you need any clarification. I'm always happy to answer your questions.
Oct 2nd, 2015

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