In this article the authors Leary, Pillemer & Wheeler argue that traditional negotiations training does not account for the impact that our emotions have on our ability to perform in negotiation situations. These findings, explained in the article, are drawn from their novel study of veteran deal makers who characterized the emotional states they associate with negotiations using images that depicted intense and conflicting emotions. The article concludes with a list of practical steps for negotiators to “warm up” for a negotiation in a way raises awareness of and accommodates for their mental and emotional states.
As of this writing, I am in the process of moving and divorcing. To resituate my life and belongings in a smaller space I have taken to listing items for sale on Facebook marketplace. My lack of emotional attachment to the certain items has allowed me to entertain a variety of offers and personalities, and either accept or counter. Among the items, I listed my electric keyboard for a very fair price and have been bombarded with offers. I am grateful there is demand but am anxious about parting with the item. Even though I don’t even play it much, I am sentimental about what it represents for me. For this and other reasons I am offended by low offers and hesitant to respond even with serious buyers. I failed to confront what it is I would feel about selling the keyboard, and why. Literally, the first step in Leary, Pillemer & Wheeler’s process for acknowledging my concerns and hot button issues. The emotional state I hoped to achieve by selling these items, step six, was a sense of momentum and freedom. Due to my anxiety, I have deleted the listing. This is a strong argument for surveying my emotions prior to entering negotiations and something I can use to read my opponent’s emotional state.
LO4: Apply communication-centered scholarship to strengthen communication and effectiveness.
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