In simple negotiations, emotions can lead to faster agreements. Think about the person who “falls in love” with a new car. In many cases, the person buys the car without regard to the fact that his or her current car is just a few years old and running fine.
When negotiations are more complex, longer, or fulfillment of the contract will require effort and commitment from all parties, some rely on emotion. Does it work? Well, it may work for some individuals even in this situation.
In these more complex negotiations, emotional responses can be a negative. When emotions are involved, important questions may go unanswered. These questions may include:

1. How will we fulfill the deal?
2. Why is this deal important to both parties?
3. How can we make the deal better for everyone involved?
4. What issues are likely to arise as part of the project? How will we know that the issues have arisen? What should happen if these issues arise?
5. Who needs to have what information? Why? When do they need it?

In other words, emotional responses often prevent people from thinking through and planning for the real world issues that determine the success (or lack of success) associated with complex projects.
How can people deal with emotions in negotiations?

Filed by Coleen Davis at 7:22 am under Achieving Goals, Business Acumen, Negotiations