Emotion in Negotiation. Business & Marketing Essay

Emotion in Negotiation
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1. Does emotion delay the negotiation process, or prevent parties from reaching an agreement? Why or why not?
In the article titled “Negotiating with Emotion,” authors Leary, Pillemer, and Wheeler state that individuals have strong feelings about negotiation. In 2011, the sale of a three million dollar brownstone in Greenwich Village, New York, nearly fell apart due to an argument over an old washing machine that was removed from the premise by the sellers two days before the closing. Stephen Raphael, the owners’ lawyer advised that it was not worth battling over. The sellers were still against replacing the machine at the closing, and one of the buyers tore a seven-figure cashier’s check for the due balance, torched the scraps, and left. Finally, the sellers gave in and agreed to lower the price by three-hundred dollars. The brokers later found the furious buyer at a nearby bar, nursing a drink. They enticed him, and the deal was done (Leary et al., 2013). Here, the buyer’s anger drove the seller to lower the price by three-hundred dollars to replace the washing machine.
In a negotiation, I believe there should be no room for emotions. It is impossible to think straight if you are excited, upset, or angry. A successful negotiation is the product of composure, without which, proper negotiations cannot be done. So, to answer the question, I believe emotions can delay or even prevent the negotiation process and negotiating parties from arriving at a reasonable agreement.
2. As a negotiator, what are the benefits of emotion in negotiation?
When it comes to negotiations, emotions are integral because individuals have an intrinsic sense of whether something is unfair or fair according to them (Blanding, 2014). This drives emotions in the negotiating arena. Emotions can be used positively in negotiations to show “conviction ...