Emotion Management in Negotiation

Emotion management in negotiation refers to the ability to recognize, understand, and influence emotions—both your own and those of others—in order to achieve favorable outcomes. Effective negotiators remain calm and composed, even in tense situations, which helps them think clearly and make rational decisions. They also pick up on emotional cues from others, allowing them to respond appropriately and build rapport. By managing emotions, negotiators can reduce conflict, foster collaboration, and create an atmosphere conducive to reaching agreements that satisfy all parties involved.