Emotions In Negotiations Essay

1808 words - 8 pages

We negotiate every day for different purposes, and each day we experience emotions, both positive and negative. When negotiating, formally or informally, with family or in the organizational workplace we often do not know how to handle ourselves, yet alone the emotions of the other person or group.
As educated people, we often try to ignore the influence of emotions on decision-making. Neuroscience evidence now shows that sound and rational decision making is contingent on prior accurate emotional processing. The basis for this is the somatic marker hypothesis. The somatic marker hypothesis provides a systems level neuroanatomical and cognitive framework for decision-making, the ...view middle of the document...

Whilst a rush of adrenaline and hormones generate a pulse of energy strong enough for vigorous action. Several accounts of persons seeing red and losing control are reported every day. Alternatively, when we experience surprise, our facial expression actually serves a purpose. The lifting of the eyebrows allows taking in a larger visual sweep and allows the retinas to receive more light. This allows for more information about the unexpected event to be processed so we can understand what is occurring and develop a reaction (Goleman, 2005). Over time, within our brain, these markers are processed and associations occur during decision-making and can bias our cognitive processing and our decision of how to act or proceed in a given situation (Bechara & Damasio, 2000).
Controlling those emotions and understanding where and what markers cause the stimulation is essential. We must take the emotional side out of the equation and utilize logic and understanding of emotion in its place. If we are truly emotional, we are no good to anyone in a negotiation, especially ourselves.
Using “Emotional Intelligence” or EQ, we can identify, assess, and control the emotions of ourselves, others, and groups. It also allows us to communicate effectively, be empathetic, overcome challenges, and defuse conflict. Emotional intelligence affects several different aspects of our daily life. Not only is it beneficial in negotiation situations for organizations, but also in interactions with coworkers, siblings, and spouses.
Four core skills make up emotional intelligence that fall under two primary competencies: personal competence and social competence. Personal competence is composed of self-awareness and self-management skills, which focus more on individuals than on interactions with other people. Personal competence is the ability to stay aware of personal emotions and manage individual behavior and tendencies. Self-awareness is the ability to accurately perceive your emotions and stay aware of them as they happen. Self-management is the ability to use awareness of your emotions to stay flexible and positively direct individual behavior (Goleman, 2005).
Social competence is composed of social awareness and relationship management skills. Social competence is the ability to understand other people’s moods, behavior, and motives in order to improve the quality of relationships. Social Awareness is the ability to accurately notice emotions in other people and understand what is really going on. Relationship Management is the ability to use awareness of your emotions and the others’ emotions to manage interactions successfully (Goleman, 2005).
We must combine these four core skills and employ them effectively to achieve our desired end state. If we fail to incorporate either competence we may only be reading or perceiving part of the emotional environment we will be negotiating in. The key underlying point of these competencies is the ability to listen...

Find Another Essay On Emotions in Negotiations

power in negotiations Essay

1538 words - 7 pages Negotiation is a fundamental form of dispute resolution involving two or more parties (REF1). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve

Power in Negotiations Essay

2453 words - 10 pages Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent

Gender and Negotiation Behaviour

3254 words - 13 pages disconfirming gender stereotypes in organizations', Research in organizational behavior, vol. 28, pp. 61-79. Schroth, HA, Bain-Chekal, J & Caldwell, DF 2005, 'Sticks and stones may break bones and words can hurt me:words and phrases that trigger emotions in negotiations and their effects', International Journal of Conflict Management, vol. 16, no. 2, pp. 102-127. Available from: pbh. Small, DA, Gelfand, M, Babcock, L & Gettman, H 2007, 'Who goes

Understanding the Role Emotions Play in Negotiation

4288 words - 17 pages managing emotions well in ourselves and in our relationships (Goleman, 1998).In this paper, I will outline the three basic emotional styles used in negotiations, along with the pros and cons of each. Then, I will expand on the relationship between emotions and negotiation by discussing the five dimensions of emotional intelligence and how they relate to the "art" of negotiation.Thompson (2001) outlines three distinct emotional styles of

Aspects of Negotiation

1469 words - 6 pages ) “Calmly issuing a threat matter of factly appears to be more effective than getting angry. This suggests that getting angry may be unnecessary.” This shows that to be a good negotiator and get the best possible outcome emotions must be controlled while at the table. This will lead to a more productive process and be recognized as a strength to the opposition. (Sinaceur, et al., 2011) Equally, gender has played a role in the negotiations

Car Buying and Negotiations, Roles of Communication and Personality in Negotiation

1151 words - 5 pages Negotiations take place in daily life often time with out thinking about it. The word negotiations brings to mind ideas of major purchases such as cars, or homes, salary increases, and so on but the truth is, talking to a friend or family member about wear to eat lunch is also a form of a negotiation. Negotiations generally occur for one of three major reasons, to come to terms on how to divide or share limited resources, to create something new

Ethical Negotiations

1626 words - 7 pages Abstract Negotiations take place everyday within the business arena. They are the foundation of conducting business between two parties; and they take many forms, ranging from simple to highly emotional and complex. When negotiations involve the very means to feeding one family, i.e. jobs, emotions can easily cloud good moral judgments. Complex issues, on the other hand, can include. Most everyone states that they abide by some set of

The Role of Emotional Intelligence in Negotiation

2297 words - 9 pages emotional intelligence as it is related to negotiation was interesting and informative. Pulido-Martos, Lopez-Zafra, and Augusto-Landa cite a number of researchers who identify the fact that emotions are an important component of negotiations (409). In fact, negotiators that understand emotional expression are better equipped to negotiate strategically, and those with the highest emotional intelligence obtain information more quickly, make better and

Midwestern Contemporary Art Musuem Case Study

1035 words - 4 pages resignation. Negative emotions generally have negative consequences for negotiations. Negative emotions may undermine a negotiator’s ability to analyze the situation accurately, which adversely affects individual’s outcomes. (Lewicki, J. R., Barry, B., & Saunders, M. D., 2011). Due to problems between Smith and Schmidt, Peter Smith resigned from the board in December 1991. Immediately, following his departure the board approved of a $55

Negotiating Essentials

1516 words - 7 pages Before entering any negotiations it is prudent to set BATNA that stands for Best Alternative to a Negotiated agreement. It is a perceived value and similar to the “walk-away” value, which is the most essential bargaining power. In negotiations power is an ability to induce the other party to settle for less. The use of power to achieve goals is leverage. If leverage in negotiations is perceived as balanced then the bargaining power of parties is

Cross-cultural Negotiations

4411 words - 18 pages 1. INTRODUCTION.In the modern era of globalisation, cross-cultural negotiations are inevitable. Essentially, cross-cultural negotiations are still governed by all the rules of mono-cultural negotiations. In other words, to successfully reach a mutually satisfactory agreement, a negotiator is required to understand the behaviour of their bargaining partner, and the goals and motivations governing their behaviour. The element that makes cross

Similar Essays

Four Principles Of Harvard Negotiations Essay

1185 words - 5 pages solutions and (4) insisting on using objective criteria assumes that there is a shared objective between the parties. Step 1: Separate the people from the problem Whether you are taking part in budget negotiations, discussing prices and purchase quantities with a supplier or the conditions of employment in your ward with your assistant doctors – you are not dealing with abstract representatives, but with human beings. Humans who are motivated by

Getting More: How You Can Negotiate To Succeed In Work And Life

2420 words - 10 pages strategies but the third strategy about making emotion payment was confusing. To reduce emotions of the other side would be difficult to do. I did understand the logic behind the strategy of getting the emotion out. The idea of figuring out the emotions such as lying, misrepresentation, or using manipulation would be hard to see in a first negotiation. I believe a lot of the emotion the author talks about happens after a few negotiations. In the

The Use Of Communication Cards For Negotiations In Zimbabwe

1327 words - 6 pages Development) to train every one in the company in communication skills. The pretext was that as an organization, we were failing to communicate and hence we needed some communication tools. After training, employees were given employee cards and Supervisor / Managers were given both employee and supervisor cards.Everyone in the company was supposed to follow what the cards say (in a stereo type manner) during negotiations and problem solving.If one

Negotiation Strategies Essay

2073 words - 8 pages Introduction It is always useful to have some negotiation strategies planned out and to outline the manner in which the talks are to take place. Even so negotiation behaviour can be a critical factor to the success of the negotiation. “Negotiation behaviour is shaped by a complex set of factors, include personality, cultural values and emotions” (Osman-Gani and Tan, 2002, p. 822). Emotions and tempers can often run high during negotiations