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Know How To Win A Negotiation

Lavin Luqman 24/3/2021



Negotiation is a discussion aimed at reaching an agreement (Languages). Negotiation is one of the skills that we learn as a child. We are constantly trying to negotiate with people around us to make our own lives easier.

Emotions tell people what is important, there are four emotions that play a big role on the outcome of a negotiation, they are Anxiety, Anger, Disappointment and Excitement.

During negotiations we always make compromises in order to reach an agreement. When we are negotiating we want the other party to compromise the most, in order to do that we need to control some of our feelings and emotions.
Emotions tell people what is important, there are four emotions that play a big role on the outcome of a negotiation, they are Anxiety, Anger, Disappointment and Excitement. Anxiety is the feeling of unease, it is when someone feels unsure, and is worrying about their surroundings. As for someone who is going into an negotiation, anxiety has to be dealt with and controlled.

A negotiator has to believe and trust their own argument to convince the other party to agree with them. If the negotiator is feeling unsure about their argument, then the other party will take advantage of this and will make them compromise more.
While the aim of the negotiator is to get the other party to compromise the most. Two scientists in the University of Pennsylvania studied how anxious negotiators earn less and make lower first offers, “negotiators who feel anxious expect lower outcomes, make lower first offers, respond more quickly to offers, exit bargaining situations earlier, and ultimately obtain worse outcomes“ (Brooks & Schweitzer, 2011).

Before going into a negotiation a negotiator has to study their parameters, make sound arguments and feel confident. This will result in a more favorable negotiation. The second emotion is anger. Anger can be used to make the other party demand less and compensate more. However, anger is a tricky emotion and the negotiator has to decide on the level of anger used in each negotiation.

If the negotiation is with a long term client, then anger will not have a positive outcome in the long run. Anger signals high limits and will force the other party to agree on terms that they would normal not agree to. This may make the client feel unsatisfied and uncomfortable, which will lead to them not continuing to do business with the negotiator again. On the other hand, if the client is a short term client, then anger will have a positive outcome. With the use of anger the client will not take advantage of them, asking for lower first offers and demanding more services. Therefore, a negotiator has to base their anger on their client and their potential with the client.

The third emotion, the most damaging emotion in my opinion is disappointment. If a negotiator expresses disappointment then the client will be able to pick up on this and use it in their advantage. Disappointment signals the need for help, and weakness, this will allow the client to ask for more services and lower offers. They will be able to convince the negotiator to agree and accept their many requests by showing them a leap of faith and hope. As of this, a negotiator should always seem hopeful and confident in their services and offers to insure satisfaction from both parties.

Finally, the feeling of excitement is not always the best feeling in a negotiation. When a person feels excited about a matter, they will only see that one pint that has excited them. This can lead to many misconceptions in the long run.
When the negotiator is excited about working with that particular client, or is excited about the service they will be providing to that client then will oversee their own benefits. Before going into a negotiation, the negotiator should be calm and focused.

As way of conclusion I want to ask three questions. First, when going into a negotiation, how do you want to feel?. Second, why do you want to feel that way?. Lastly, once you are done with the negotiation, how do you want to feel?