Emotions in negotiations

Group 14
 Why are emotions significant?
• Example: Cuban Missile Crisis • Influence on decision making
o Power dynamics
o Cultural effects

• Diverse applications in • Impact on relationship and

various settings future interactions
 What causes emotions in negotiation?
Imbalance in the following situations...

Appreciation
Your thoughts are not heard

Autonomy Affiliation
You don’t have freedom in decision making You’re not treated as equal in the negotiation

Status Role
You’re not given recognition You don’t have a specific position
 What are the behavioural consequences of emotions?

Emotions may influence the course

of negotiation, as well as the outcome

Happiness: Cooperation

Anger: Strategy

“Bringing anger to a negotiation is like throwing a bomb into the

process, and it’s apt to have a profound effect on the outcome.”
 How can we achieve successful negotiations?

Problems and findings Suggested solutions

- Too much focus on strategy, tactics, offers 1. Avoiding anxiety

- Not enough attention on the effects of

emotions 2. Managing counterparts' emotions

- We can regulate the emotions we feel and 3. Managing our own emotions
express for our benefit
 Key takeaways

• Consider how emotions influence negotiation dynamics and outcomes

o Key lies in how and when these emotions are expressed

• Find out what generates emotions

o Avoid getting caught up in every emotion you and others feel

• Manage emotions
o Made easier by figuring out the source
 References

Brooks, A. W. (2020, September 10). Emotion and the art of negotiation. Harvard Business Review.
https://hbr.org/2015/12/emotion-and-the-art-of-negotiation

Fisher, R., & Shapiro, D. (2005). Beyond Reason: Using Emotions as You Negotiate. New York: Viking Press.

Olekalns, M., & Druckman, D. (2014). With Feeling: How Emotions Shape Negotiation (State-of-the-
Art Commentary), Negotiation Journal, 30, 455-478.
Activity - How feelings affect negotiations
• Two negotiations in pairs
• Goals:
o To recognize the impact of emotions on negotiations
o Practice using emotions effectively
The regular negotiation
• Simply try to figure out where you would like to eat after class
The emotive negotiation
• Repeat the negotiation
• However, one person per pair acts like they are very emotive
o For example: angry, excited