People often try to manipulate others into doing what they want by making an appeal to their emotions. It’s a common negotiation tactic that you and your client should be wary of. Parties in negotiations often become unnecessarily carried away emotionally in the negotiation or arrive at an impasse due to their emotional connection to the underlying negotiation or the lawsuit which is the basis of the negotiation.

What Are Your Emotional Triggers?

Each party has a different emotional trigger. If you trigger the other side’s emotional response, once that trigger is pulled and an emotionally charged statement is made or action takes place, you may have a hard time getting that bullet back in the gun. It may be difficult for the other negotiator or party to objectively evaluate the facts because of their emotions.

You can try to avoid this problem by determining what that trigger is, understanding when and how that trigger is pushed and doing your best to prevent yourself from clouding the negotiations with emotions.

Don’t allow yourself, or your client, to be manipulated by the other negotiator trying to push your emotional buttons. Know the parties’ emotional triggers and be prepared for a competitive negotiator who will try to use emotional triggers to get you or your client to agree to a deal or change your position.

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