Emotions are the biggest
obstacle to successful negotiations
“The mistake most people make at this stage is that they don’t ask; they start with a disagreement and argue.”
Negotiation expert Matthias Schranner originally trained as a crisis negotiator with the police and the FBI. For the past 15 years, he and his team at the Schranner Negotiation Institute have advised clients including the UN, global corporations, and political parties on the art of conducting difficult negotiations.
Key Take-Aways: Emotions and Timing in Negotiation Excellence
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Emotions hinder progress: Arguments trigger emotions, which derail negotiations and shift focus to past conflicts rather than solutions.
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Focus on commonalities: Reduce perceived threats, emphasize shared history, and highlight a mutual future to keep discussions constructive.
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Ask, don’t argue: Make clear requests and listen to responses instead of starting with disagreement; this uncovers useful information for mutually beneficial solutions.
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Professionalism matters: Experienced negotiators remain calm and strategic; negotiating against novices often gives a significant advantage.
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Timing of cooperation is crucial: Clarify all terms and remove misunderstandings before entering collaborative phases to ensure effective joint problem-solving.
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Cultural awareness: Strategies vary across regions (e.g., USA, China); knowing the counterpart’s approach helps tailor negotiation tactics appropriately.
The article is part of our magazine issue Achieving Cost Excellence.
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