Essay On Emotions In Negotiation

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Acquisitions can be very taxing on both the buyer and the seller during periods of negotiation through development of a binding contract: each wanting different terms and conditions. Neither understands the emotions behind the potential risks involved for both parties. In Beyond Reason: Using Emotions as You Negotiate, authors Roger Fisher and David Shapiro demonstrate how to address emotions and turn disagreement into an opportunity for all parties’ mutual gain. They suggest we should "tune into the concern for the emotions of what others think, feel or do" (Fisher & Shapiro, 2005, p. 2). Recognizing other's emotions helps build relationships and expands our personal and professional affiliations. Too often we fail to recognize who will be impacted by our decisions and the importance to level anxiety caused by emotions. Emotions can divert rational judgment. By excluding others, we risk impinging upon their autonomy and therefore, wind up dealing with the consequences of anger or resentment (Fisher, 2005, p. 82). Although emotions are often thought of as obstacles to a negotiatio...

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