Chapter 28
Emotional Tactics
Although I’m sure you’ve been told not to allow it to happen, negotiations can get emotional. I’ve seen some negotiators get extremely emotional. People are people and they have certain “hot buttons” that can bring out a range of emotions in a variety of manifestations. Anger, fear, rejection, sadness, elation, guilt, exasperation, embarrassment, and plain boredom are human emotions that are not easily turned off or forgotten simply because you’re supposed to be in a professional negotiation situation.
Many times, the emotions are pure. Sometimes, however, they are simply being used as a tactic. In either case, the use of emotion in a negotiation can have a powerful impact on the outcome, so you’d better be able to ...
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