Thanks for checking back in! This week's blog post is about utilizing emotions in negotiations. The reading for this week is section 2.4 in our textbook.
There are many concepts brought forth in this section, and some of them I am guilty of doing.
The authors first propose that "Emotions Can Obstruct a Negotiated Agreement". I agree with this statement and I have been guilty of it once before. I remember when I was selling my first truck. I'll never forget the 2003 Forest Green Ford Ranger that barely fit just me inside. The thing was a piece of crap, but it was my first vehicle ever and I was emotionally attached to it. When we were negotiating the price that we were selling it at, I took a personal hit when anyone low-balled my original offer. I was young and didn't know that my next car would be even better than my current vehicle.
I may have missed some great opportunities to sell my truck, but due to my emotions I was unable to see these opportunities for their true value. The authors support my claim by stating, "revelation of emotions can open us up to being manipulated". My own emotions manipulated me out of seeing these great deals. I feel that the authors are mostly talking about manipulation in the other direction. Towards bad or less preferred outcomes. When I received those low-ball offers, I would flinch with surprise and astonishment. You could say that I had a great poker face when I played with my friends. If only. Anyway, this would immediately give away my position and throw out all strategy that I could have had in sealing the deal with getting rid of that piece of crap Ford. I'll put a link to it in the bottom. It was a nice truck, but man did it have its mechanical problems.
I struggled with revealing my emotions in a lot of important and unimportant negotiations. I can even remember a few interviews in which I dumbly showed a reaction to something someone said. Somehow I still got the job, but I realize that I struggled with the idea for a while.
I also realize that I could have used these emotions to my benefit. I could have received a great offer on my truck and made a reaction of surprise. A look that would say, "You're offering me that low, wow what a cheapskate" without verbally stating anything. I could have used my emotions to "amplify motivation" in my negotiations.
I understand that eliminating emotion entirely from a negotiation is an unwise and rather impossible thing to do. Emotions can have consequences, but they can also provide great benefit. Humans are strange emotional creatures, and many may be turned off if you show no emotion in a conversation. Talking, negotiating, and even interviewing an emotionless robot is fun for nobody. Be creative and use emotions to your benefit in a negotiation. As challenging as it may be, emotions can be used with a sense of finesse to strategically maximize your value in a negotiation situation.
Thank you everyone for the read. I appreciate every single view that I get. Once again stay tuned for next week and some great academic negotiation content.
Thanks again,
Bret Thomas
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