From the course: Strategic Negotiation
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Emotion and fairness in negotiation
From the course: Strategic Negotiation
Emotion and fairness in negotiation
- Two things you have to understand as you enter any negotiation are the impacts of emotions and fairness. I know we like to think that negotiations are purely logical, but they're emotional, and you have to understand how perceptions of fairness, collaboration, and even being taken advantage of can impact negotiating stances and approaches both for you as well as for your opponent. Imagine we're walking down the street together and I find $10 on the ground. I pick it up and I decide I'm going to give you some of that money because you're walking with me. I want you to ask yourself how you feel right now if I say "I'm going to give you nine of these $10". How do you feel if I say "I'm going to give you 18 cents of these $10"? How about if I give you six of the $10? Fairness and emotions impact your willingness to negotiate. Even at 18 cents, you should be happy because it's 18 cents more than you had before I found the…
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