Negotiations can be fraught with emotion, but it’s only recently that
researchers have examined how particular feelings influence what happens
during deal making. Here the author shares some key findings and
advice. Anxiety leads to poor outcomes. You will be less nervous about
negotiating, however, if you repeatedly practice and rehearse. You can
also avoid anxiety by asking an outside expert to represent you at the
bargaining table. Anger is a double-edged sword. In some cases, it
intimidates the other parties and helps you strike a better deal, but in
other situations, particularly those involving long-term relationships,
it damages trust and goodwill and makes an impasse more likely. To
avoid or defuse anger, take a break to cool off, or try expressing
sadness and a desire to compromise. Disappointment can be channeled to
reach a more satisfactory outcome. Before disappointment becomes regret,
ask plenty of questions to assure yourself that you’ve explored all
options. And don’t close the deal too early; you might find ways to
sweeten it if you keep talking. Excitement isn’t always a good thing.
Getting excited too early can lead you to act rashly, and gloating about
the final terms can alienate your counterparts. But if feelings of
excitement, like other emotions, are well managed, everyone can feel
like a winner. [ABSTRACT
FROM AUTHOR]