Do Emotions Help or Hinder Your Negotiation Skills?
Negotiations take place all the time, but in the business world, they’re vital for growth and long-term success. Poor negotiation skills can lead to a damaged career or a bad business reputation, so companies need to realize how important negotiation skills training is. Many professionals believe there isn’t room for emotion in negotiations, but evidence suggests positive emotions can help secure lucrative deals.
How Businesses Use Negotiations
Businesses use negotiations to make a deal. All participants put forward their ideas and listen to the opinions of others. Successful negotiations enable businesses to make deals with clients, merge with other organizations, and build stronger relationships.
An example of a successful negotiation is Disney purchasing Lucasfilm. George Lucas wanted to sell the company and enjoy his retirement, but handing over his legacy required a lot of trust. Disney handled the negotiations professionally, and they secured a good deal. Just six years after the purchase, the company recouped their entire original investment.
Businesses recognize that their staff needs to be trained in negotiations, using specialist trainers or negotiating workshops. Knowing which traits are essential for negotiating deals is central to an individual’s success.
Might your Mood be Costly?
Have you ever woken up in a bad mood and found it affected your whole day? Negative feelings often result in negative perceptions. If you’re feeling bad, then you’ll notice the negatives in everything else.
The best negotiation classes teach you how to put aside negative emotions and keep a clear mind. Anger, anxiety, and stress impact your ability to negotiate in various ways.
A 2017 study by the American Psychological Association showed that 61% of people say their job is the main cause of stress. People worry and overthink things when they’re stressed, which can distract from negotiations.
Negotiation skills include being calm, reasonable, and clear-headed. However, stress can lead to anxiety, depression, anger and a loss of confidence. Successful negotiations require active participation and the willingness to listen to others. There are many ways to combat stress, and the best negotiations classes offer routes to de-escalate the conflict, and some even offer stress management techniques.
Anxiety is one of the most crippling emotions, and it can have devastating effects on your negotiation skills. Think about a palpitating heart combined with sweaty palms, then imagine trying to come across as calm and collected.
Training in negotiations will give employees more self-esteem. When we know what we’re doing, we can look at the task with a clear mind, so attending a negotiating seminar will give you the confidence to approach any situation.
Anger is one of the most damaging negative emotions in a negotiation. When we’re discussing important issues, our passion can turn into rage. Not only does this make it hard to consider other peoples’ opinions, but you’ll also find the other person is less likely to listen.
If you catch yourself feeling angry, start by taking a deep breath in order to change your behavior. Negotiations are no place to lose your temper, and the consequences of your actions will impact your company.
Can Emotions Help Negotiation Skills?
Negative emotions impact negotiation skills, but can positive emotions help? Confidence, high self-esteem, and happiness change our perceptions and make us more productive. Research shows that happy employees are 12% more productive, which contributes to successful negotiations.
Empathy is the ability to imagine and share how others are feeling. People without empathy often come across as cold, selfish, and emotionally void. If you can identify people’s emotions, you’ll be better equipped to negotiate. Think about their body language, the tone of their voice, and listen to what they’re saying.
Having empathy is a skill that most talented negotiators possess. A negotiation skills trainer will help you learn how to use empathy to your advantage. There has to be a limit between understanding someone’s feelings and letting them alter your sense of reason. Empathy can be a powerful emotion, and it might mean you accept a deal that isn’t beneficial for your company.
The Bottom Line
Looking at the evidence, it’s clear that emotions can help and hinder negotiation skills. The key to success is to train in negotiations and learn how to stay objective throughout the discussion. Attending negotiations training will equip you with the tools to navigate your way through your first negotiation. Becoming a successful negotiator takes practice. Remember, negotiations are discussions, not battles. Approaching negotiations calmly will enable you to use positive emotions to reach an agreement.