Get a Handle on Your Emotions Before Negotiating
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Our emotional state impacts everything we do, whether it’s driving, interacting with family members or how we eat. Negotiations can be highly emotionally charged for the clients and sometimes for the attorney, according to an article in the Harvard Business Review.
The authors did some research as part of an ongoing study and conducted interviews with twenty experienced negotiators to discuss their thoughts and feelings about the negotiation process. Subjects were asked to collect images they associated with negotiations. They included,
- Banana peels and an exposed brain representing the fear of being outwitted or tricked.
- Trapeze artists and a safety net reflect the need for trust in one’s partner and for walkaway options.
- An escalator represented achieving higher value.
- A smiling couple represented a situation where both sides are satisfied with the outcome.
Outwardly all the subjects appeared confident and successful, but even the most optimistic ones admitted feeling anxious about negotiation which, could be compounded by the need to handle uncertainty and reconcile mixed emotions.
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