A clear vision on how negotiations should be conducted with or without emotions!!!

1. It is a process by which the involved
parties or group resolve matters of
dispute by holding discussions and
coming to an agreement which can be
mutually agreed by them. It also
refers to coming to closing a business
deal or bargaining on some product.

3. Problems in Negotiating with
others
Professional Problems

4. Personal Problems

5. The Need is to…
HOLD….

6. How do Emotions Play Part??
Emotions play an important part in the negotiation
process.
Being emotional is a sign of a weakness or is the
behavior of an unsophisticated negotiator.
Some say that emotions must be repressed.
While it is possible to manage your emotions, it can
be nearly impossible to hide from them.

7. Positive Emotion
For example, you finally resolve a
contract dispute that has taken
weeks of meetings and heated
talks. In your exhilaration, you
leave the client's office giving
"high fives" to your partners.
Then it dawns on you: you left
the meeting without getting the
contract signed. Whoops, the
deal is not done. Your emotions
got the better of you.

8. Negative Emotion
During negotiations, anger
disrupts the process by reducing
the level of trust, clouding parties'
judgment, narrowing parties'
focus of attention and changing
their central goal from reaching
agreement to retaliating against
the other side. Angry negotiators
pay less attention to opponent’s
interests and are less accurate in
judging their interests.

9. Summary
•The ability to define a range
of objectives yet is flexible
about some of them.
•The ability to explore the
possibilities of a wide range of
options.
•The ability to be well
prepared.
•The ability to listen to and
question other parties.
The ability to set priorities.