The_Essential_Manager_s_Handbook

MANAGING EMOTIONS / 421

Using emotional intelligence

When negotiators are emotionally

overwhelmed, their mental capacity

to negotiate effectively is impaired. To

overcome this, you must manage your

emotions intelligently. You need to

be aware of the emotions you are

experiencing and be able to monitor

and regulate them, and you need to find

ways to empathize with the other party.

When negotiating with any other group

or individual, it is important to make a

conscious attempt to modulate your

irritation. For example, while it might be

frustrating if your counterpart retracts

from an earlier commitment, you could

disguise your irritation and use the term

“misunderstanding” instead of openly

displaying your anger.

ASK YOURSELF...

Do I use emotional intelligence when negotiating? YES NO

1 Am I able to make an emotional connection with my

counterpart, even if I do not know them very well? .......................

2 Am I able to judge when my own emotions threaten to

affect my ability to make rational decisions? .................................

3 Can I manage my emotions to ensure that I am

always effective? ..............................................................................

4 Am I able to react in a measured way, keeping my emotions

under control, even if the other party is using value-claiming

tactics or behaving in a manner that I do not agree with? ..............

US_420-421_Managing_emotions_2.indd 421 30/05/16 3:07 pm