Emotions play positive and negative roles in negotiation. On the
positive side, emotions make us care for our own interests and
about people. Empathy can improve understanding and facilitate
communication. On the other side, emotions like anger, fear,
frustration, uncertainty, can give rise to unproductive behaviors
such as: yelling, name calling, rudeness, bulling and threats, and
withdraw. The challenge for the skilled negotiator is to be aware
of emotions in yourself and others and deal with them effectively.
Are you...