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STTS: Win-Win Negotiation by David Goldwich

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Common emotions in negotiation

Humans experience many feelings and emotions, most of which have little impact on a negotiation. The two that are most likely to derail a negotiation are anger and fear.

Anger

Anger is widely thought to be an ugly emotion, a monster that pops out in stressful situations to urge us on to intimidate, punish and extract revenge. Anger is the most difficult emotion to control. While it may seem appropriate to display anger at the time, in retrospect it rarely is, and we usually regret it afterwards. However, there is another way to look at anger. It serves to protect us against some perceived threat to our well-being or self-esteem.

We also express anger in an attempt to cause the other party to feel fear, thereby giving ...

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