If you are going to mediate, be happy!
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Clearly, the mood of the “negotiator” affected how much or little she “trusted” the other party.
More notably, if you have negotiated with that party before, the emotional history of those earlier emotions will rise up within you, as well. If the other person was difficult to deal with in past negotiations, your emotions affected by that difficult behavior will come into play- perhaps without you even realizing it! These “incidental emotions” or “feelings unrelated to the negotiation at hand” will definitely effect the outcome of the present discussions! (Id.)
How to avoid this? First and foremost is awareness: Be aware that unrelated events such as traffic are triggering your behavior at a negotiation. To diffuse it, talk about the horrible commute or the horrible incident giving rise to the negative emotion to get it out of your system and to diffuse it. (Id.) Do this before “getting down to business.”
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