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Negotiating with Proper Understanding of Emotions

All types of emotions alter an individual’s behavior, patterns of thought, as well as the underlying biology. In negotiations, the idea that integral emotions- the type of feelings triggered by the negotiation process itself- impacts on outcomes is properly documented. For instance, if one finds themselves experiencing integral anger. According to Lewicki et al. (2015), negotiation refers to an everyday activity that individuals use to achieve personal objectives and influence others. Although negotiation is not common, it is important to living a more effective yet satisfying life. It is clear that incidental emotions or any feelings that are unrelated to the negotiations at hand can have considerable effects on negotiations (Peter, 2010). It is powerful yet important, therefore, to build negotiation skills and become a greater leader or a dealmaker. This paper will assess and explain the concepts, practices and skills related to negotiation with a proper understanding of emotions. It will also present life/work experiences detailing the relevance of the subject to negotiation process.

Positive emotions can readily help one enhance relationships and meet substantive interests while negative emotions can bring devastating effects. On this regard, the offered framework to establish emotions as an asset in negotiation has successfully been applied to extreme yet complex negotiation situations like the case of international conflicts. The framework further applies to the everyday aspects of human life, both at work and home.

During any tasks developing appropriate understanding of facts and relevant options surrounding emotions provides a firm foundation over which negotiations regarding substantive issues can be built and developed. This strategy is the rational side of things and the solutions individuals settle for when settling various concerns and incidences of high crime rate in the field of work. Whether a person is trying to handle an issue, sort out differences with a colleague, stakeholder, or family member in the line of duty, powerful emotions can raise the need to be appropriately channeled (Peter, 2010). As opposed to trying to directly work with such emotions, it is much more effective to try and address the core concerns which are mother to the aforementioned emotions.

These core concerns refer to the universal human needs that are exclusively significant in virtually every single negotiation. If all the concerns are appropriately addressed, positive emotions are more likely to arise, thus boosting one’s ability to successfully negotiate (Lewicki et al., 2016). There are key elements in building emotional rapport during negotiations. As a constituent, appreciation refers to how best a person shows their understanding of the challenges and contexts of other people. As a police officer in a region susceptible to various crime events and concerns, a negotiator must be ready to open their mind and really try their best to view things from a wide perspective. Intelligent emotions push a person into asking and listening to open questions (Peter, 2010). Showing personal appreciation is all about conceptualizing and understanding another person’s view point, allocating merit in the same point of view and then communicating their understanding.

The element of affiliation has it that every individual has a need to connect with other people. It is important, therefore, to allocate a common ground between one’s personal self and the other party. Ultimately, it comes out that a person may have a common problem to resolve. Moreover, it is important to recognize the status of the other person. The element of status is applicable in a broad sense: it can result from the seniority or position of a purpose, but the component can still be based on several other elements such as education, reputation, particular skills and experiences and connections (Weigand, 2017).

It is also important to recognize the element of autonomy and how it relates to intelligent negotiations as nobody likes for other people to make decisions for them. Respecting the autonomy and consulting others does not necessarily tell the rest what they should be doing. Allocating some time aside to step out of the negotiation mode and jointly brainstorm options with other people so that they get a variety of ideas is important in expounding autonomy (Campagna et al., 2016). Whether in a negotiation or real life, people always take different roles at a time. These common roles should include being the devil’s advocate, the problem solver, the listener, the facilitator, the competitor and the victim. As people negotiate, occasionally, they might fall in a similar trap and play a role in response to a role that is differently set by another person.

A more effective strategy is to shape another person’s role purposely to adopt a temporary role that fosters collaboration. In the midst of a negotiation process, it is important to assess a situation and determine whether to play the role of a listener, mentor or a friend. For instance, if one purposes to act as a “problem solver”, he/she must try and just listen instead. The solutions and strategies the other individual generates on his/her own may be surprising (Peter, 2010). As opposed to trying to deal with negative emotions the moment they arise, it is far effective to shift attention to the core concerns that are accountable for generating most emotions. By catering to the basic human needs and rights, one will be better positioned to cultivate greater and positive relationships in their professional and personal lives and further boost their negotiating effectiveness (Lewicki et al., 2016).

The goal of any police officer’s negotiation techniques is to work with individuals in crisis purposely to establish a peaceful solution to situations that formerly seemed impossible. They are obligated to strategize on reconciling a counterpart’s issues and concerns with a desire of maintaining the peace for the entire society. By employing active listening techniques, building rapport to influence a person’s counterpart and maintaining an open minded approach in conflict resolution are among the several strategies of negotiating under positive emotional influence. Emotional skills negotiators transcend the aforementioned unique strategies which are collectively applicable to a wide variety of negotiating situations.

Significant police negotiation techniques have been previously identified by the NYPD Hostage Negotiations Team for future crisis negotiators which also have a high applicability to the types of value generating as an integrative business negotiation realm. In this regard, it is essential for negotiators to undergo a crisis negotiation training (Weigand, 2017). In the life experience as an officer and in an effort to create positive community policing negotiations among the community leaders, active listening as a skill is highly applicable especially when used to build rapport and trust between the conflicting parties with a highly effective byproduct of the procedure leading into information gathering, which is occasionally used to maintain an open dialogue among the parties and counterparts (Weigand, 2017).

Active listening and patience have been ranked on a high list of an officer’s policing and conflict resolution tactics among people of a community. Both result in all parties feeling that their concerns were well heard, respected and further addressed (Campagna et al., 2016). Displaying the element of calmness in the midst of heated crime issues is perhaps among the most critical police negotiation technique since a negotiator’s moves and actions are contagious, and that by using an understanding, calm and respectful tone, police officers are better placed to help the subject realize the alternative strategy or way out.

According to Lewicki et al. (2016), an effective negotiation skill that every individual must cultivate and repertoire in their personal and professional journey is the potentiality to adapt to the ever changing situations and circumstances and to effectively respond to them in a way that maintains or preserves the relationship. Whereas a good number of negotiations are never universal or uniform, the relationship development and communication skills campaigned for by integrative bargainers happen to apply in almost every negotiation case that any person can think of.

In conclusion, although not often with an emotional complexity relating to a hostage negotiation, certain business negotiations are still dependent on rapport, trust, and a high mutual sense of respect with the need to make a deal go through. Likewise, even for the case of police officers, when handling difficult persons in one’s daily life, a respectful and calm demeanor and active listening are proven strategies for preserving dignity and maintain a proper relationship with counterparts while still addressing pressing concerns in an efficient yet thoughtful way.