The Negotiation Book: Your Definitive Guide To Successful Negotiating

6.1. THE EFFECT OF HUMAN EMOTION ON NEGOTIATION

'How difficult can negotiation be, it's not rocket science?' No, it is not. I would argue that it is more complex because it involves the most unpredictable of entities: human beings. Emotion makes negotiation highly unpredictable. The impact that this has on the dynamics found in negotiation is what I've defined as the 'E' factor.

Negotiators who are less self-aware may struggle to control their emotions and, as a result, become readable and transparent to other negotiators. The more balanced, clearer thinkers use the 'E' factor to their advantage like seasoned poker players. The Complete Skilled Negotiator develops an eye for watching your every action and reaction as they gauge what is really going on in your head. Experienced negotiators are:

• conscious of what they are looking for;

• calm in their thought process;

• aware of the sensitivities in play; and

• send you the messages they want you to read.

Because every action attracts a reaction, trained negotiators work as hard at calculating how you will react to certain actions, and which signal to send that will most likely influence you during your negotiations.

No matter how many tactics, strategies or variables are in play, it is people who make the decisions and it is people you need to understand; in particular, how they and you behave under pressure in negotiations. Unlike an engine, which is mechanically predictable and responds each and every time to the push of a throttle, negotiation ...