Stages of Negotiations Included in Emotional Plan

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Table of Contents

Introduction
The Buildup Stage
The Main Event Stage
The Finale Stage
Conclusion
Reference

Introduction

Communicating with people in different situations involves a certain level of stress tolerance and patience. One example of a setting for conversation is negotiations. Stress arises from the desire to get the expected results from communicating with other people. By creating a coherent emotional plan that considers the different stages of the negotiations, it will be possible not only to reduce the stress level but to achieve success in the negotiation process.

The Buildup Stage

In the article Emotion and the art of negotiation by Alison Brooks, the author considers different questions which can help the person to prepare emotionally for the negotiations. In the first Buildup stage, I will feel a certain level of anxiety. Many things will depend on whether I have met these people and how familiar I am with them. At this stage, I expect to be able to express my emotions discreetly and neatly. In addition, I will monitor other people’s emotions intending to understand their wishes and possible responses to various factors during the negotiations.

The Main Event Stage

If various factors in the negotiation process make me angry, irritable, or bring other negative emotions, I will treat the negotiators as my friends. It means I will try to be relaxed and communicate simply and casually, even considering the importance of the result. In any case, I will avoid demonstrating my anger or anxiety because, as Brooks (2015) states, “it may extract concessions but harm the long-term relationship” (p. 8). However, at this stage of the negotiations, I expect to feel a working and productive atmosphere and, therefore, positive emotions.

The Finale Stage

In the final phase of the negotiations, I expect to be self-restraint regardless of the outcome. I will understand that expressions of discontent and anger will lead to the impossibility of further cooperation with the people and will preclude success in further negotiations. Therefore, the outcomes should not make me depressed or stressed by realizing that it is an everyday practice to have different opinions.

Conclusion

In conclusion, it is important to stress that each stage of the negotiations provides a model for the conduct of the negotiators, whose effective possession will allow for productive and qualitative discussions. My reaction at different stages is based on a model of calm and rational behavior. In addition, my expectations regarding my emotions are based on the logic of building long-term relationships with partners even if the negotiations have failed.

Reference

Brooks, A. W. (2015). Emotion and the art of negotiation. Harvard Business Review, pp. 1-10.

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Stages of Negotiations Included in Emotional Plan

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