EIGHT

The Impact of Emotions on Negotiation

EMOTION IS A KEY factor in negotiations. Emotions, especially the emotions of desire, greed, fear, or anger, can help or hurt you in a negotiation. The more you can keep your emotions out of the negotiating process, the more capable you will be of getting the best deal for yourself or your organization. The more emotional you become, the less capable you will be of negotiating well on your own behalf.

Emotions distort valuations. You are incapable of thinking clearly and making good decisions when you let your emotions take over. Everything you do to stay calm during a negotiation will help you to get a better deal.

How Badly Do You Want It?

The most powerful emotion in negotiating is desire. The more ...

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