Often negotiation is touted to be more of analytical placing of views across the table.

However, a
common fallacy is that negotiations are inseparable from the core personality of a person. Therefore
emotions form an important aspect of any negotiation and affect the course of the process. Traditionally
the process of negotiation and preparation for the same admittedly had no role for emotion. A
metaphor analysis of the mindsets of people during negotiations yielded collages of complex emotions.
We must learn how to separate people from the problem.
People dont just care about the outcome but also respect, power and identity.
The article talks about the progress principle wherein positive feelings harbor creativity which in turn
helps in successful negotiations
Hence it says, to be a successful negotiator, it requires to be attuned of ones own emotions and the
ability to relate to others emotions affirmatively.
Management of emotions in a productive way- either tempering or intensifying

Emotions are contagious. What we think and elicit in our verbal and non verbal cues might be what we
get back in return.
A content analysis of negotiations revealed that
1. Lack of control
2. Unpredictability
3. Absence of feedback
Six step warm up for negotiation
1. How do you feel going to the negotiation- clarity of thoughts, balance
2. Why- composed yet not complacent, patient yet proactive, calm yet alert,
3. What can you do beforehand to put yourself at an ideal emotional stage- music to either calm u
down or pace you up, meditation, visualize, imagine positive outcome
4. What can throw you off balance during a negotiation-agitated/disengaged- emotional hot
buttons?- take feedback
5. What can you do in the midst of a negotiation to regain your balance- simple act of asserting
control can put you back into track.- power pose
6. How do you want to feel when you are finished- satisfied and relieved