Manage Your Emotions when Negotiating

Your emotions matter in negotiations. They fuel your behaviours, energize you, and allow you to strengthen—or distance and damage—relationships with the people you’re negotiating with. But too often, people refuse to acknowledge their full range of feelings because they’re afraid of losing the ability to think rationally and act strategically. The key is to recognize during the negotiation what emotion you’re feeling, then quickly evaluate whether it will help or hinder you, and without taking a break, intensify or decrease the feeling, or in some cases change the emotion altogether.

Mindfulness is the first step. This means noticing and accepting what’s happening around you from the expressions on other peoples’ faces to any emotions you’re feeling in that moment, such as anxiety or pride. Identify your emotional trigger and focus on something else. Emotions will inevitably arise during negotiations but instead of letting them happen to you or trying to overcome them, use them genuinely and strategically to get what you want and create value for everyone.

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