In this diagram

In this diagram, the horizontal axis represents influencing, which is a measure of your overall persuasion capability. The vertical axis represents the level of intuition required when using a certain negotiation style.
The quadrants highlight negotiation approaches that may work best for you, based on your levels of intuition and your influencing skills. These approaches are emotion, logic, bargaining, and compromise.
For example, if you have a low level of intuition but you’re good at influencing others, the best approach would be to use logic in a negotiation. However, if you have low intuition and are poor at influencing others, the best approach would be to use compromise.
Using emotion effectively in negotiation involves understanding the emotions and feelings of the people you are negotiating with to project your influence. So you need high levels of intuition, and good influencing skills.
For example, you and a strong competitor are pitching your services to the same client. You cannot offer a better service or a lower price than your competitor. However, your organization invests some of its profits in charitable projects.
Obviously, using emotion in negotiation can be risky, and you need to have a good understanding of the people you are negotiating with for it to be successful. For instance, the example above wouldn’t be effective for an organization that only cared about making the biggest profits. Therefore, emotion is typically used by highly skilled negotiators who have high emotional intelligence and empathy with other people.


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