Art of Negotiation as a Complex Process

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Table of Contents

Introduction
Discussion
Conclusion
References

Introduction

Negotiation is a complex process that includes various stages with different emotions. To mitigate the influences of irrationalities during this process, the author recommends preparing extensively before (Brooks, 2015). It includes investigating the direct and indirect interests of other parties, conceptualizing external context, and preparing personal expectations from the negotiations. In this essay, the emphasis will be put on emotional preparation to argue that the buildup, main event, and finale require a different set of emotions.

Discussion

The start of the negotiation process is often related to feelings of anxiety and uncertainty. Although such emotions are highly likely to be expected, the author notes that proper preparation can change the outlook and make expectations from the negotiations more positive (Brooks, 2015). At the “main event” stage, aggression against the opponent’s stubbornness becomes a frequent reaction. The author gives an example of his seminars during which the students argued aggressively with each other, and it acted like a time bomb (Brooks, 2015). The best alternative, which the author did not mention, would be to prepare a printed version of the contradictions, which can be mailed in advance. Finally, it is important to hide or show certain emotions at the end of negotiations (Brooks, 2015). For example, a successful deal and great joy from the deal can provoke a new conflict due to the disappointment of the other side. At the same time, it is worth paying attention to the emotions of the other side to understand the reaction of the negotiator.

Conclusion

To conclude, it is impossible to describe all the important elements of the negotiation process in an essay. There is a myriad of important aspects that may positively or negatively influence the negotiation process. In addition, it is almost impossible to build a standardized model of negotiations that will suit all industries and types of agreements. Thus, it requires many years of learning and practice to derive personal practices and habits of finding compromises with negotiators.

References

Brooks, A. W., (2015). Emotion and the art of negotiation: How to use your feelings to your advantage. Harvard Business Review, 93(12), 1-10. Web.

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Art of Negotiation as a Complex Process

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