The Negotiation Book

CHAPTER 6 The “E” Factor

“During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.”

Brian Koslow

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 struggle to control their emotions and, as a result, become readable and transparent to other negotiators. The more balanced, controlled, 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 inside your head.

Experienced negotiators:

• are conscious of what they are looking for;
• are calm in their thought process;
• are 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 ...