The_Essential_Manager_s_Handbook

418 / CONDUCTING NEGOTIATIONS

Managing emotions

Understanding the approaches

There are three types of emotional

approach in negotiations: rational

(having a “poker face”), positive (being

friendly and nice), and negative (ranting

and raving). Of the three emotional

strategies, the positive and rational

approaches are more effective than

the negative approach in achieving

targets in an ultimatum setting.

The positive approach is more helpful

in building a long-term, constructive

relationship than the rational or

negative methods.

In the heat of a negotiation, the emotions you display can significantly

influence the emotions of the other party. Effective negotiators try

to synchronize their behavior with the other person’s, developing

an interpersonal rhythm that reflects a shared emotional state.

POKER FACE

Some negotiators believe that

exposing their emotions to the

other party makes them vulnerable

and will result in them giving away

too much of the pie, and so try to

always keep a “poker face” when

they are negotiating. They also

believe that emotional displays

may result in an impasse or in

defective decision-making, or

cause negotiations to end.

US_418-419_Managing_emotions_1.indd 418 30/05/16 3:07 pm