Emotions versus Logic: The eternal dilemma

How to negotiate, and when not to

Negotiations are not easy. There are some ways, methods and tactics that are used in game theory. What does a Prisoner’s Dilemma teach you? Here is some food for thought for negotiations-

1. You lose a negotiation when you are in a very defensive mode- Never be very defensive while negotiating. Either you will display an array of emotions or lose it totally.

2. Be tough to an objective, kind to people- Always remember that you are working with a set of people who are a bag of their own personality, bias, culture and work experience.

3. Be proactive, never react, just act- Be ready to make a difference by making proactive moves.

4. Know how to close a negotiation- The greatest mistake of any negotiation is not to close one.

5. Use co-operation like Prisoner’s Dilemma to create a win-win situation- To create a win-win situation, you need to build up the game in progress.

6. Do not act too tough to negotiate- In case you act too tough or too soft, chances of failing are more.

7. Negotiations are based on 3 principles as Logic, Emotions & Value- And a balance between their preferential treatment leads to a closure.

8. Listen more for emotions, Act for intelligence- Listen for EQ, Act for IQ.

9. Methods of negotiations are Bargaining, High-Low Emotions, Walk-Outs- You can stage a walk-out if you think that the negotiations are failing.

10. Use display of emotions judiciously- This is the secret weapon, trust me.

11. Vary degree of emotions across time-line- Vary your module of speech during the entire time-line.

12. Understanding emotional status goes a long way- The right blend of EQ VS. IQ comes into the art of negotiations.

13. Push-Pull Syndrome- Push the other person when he is dropping his emotions, pull him back again with emotional sensitivity.

14. Cultural Sensitivity- This is a very important factor while dealing with a person- his background and his geographical traits.

15. Be prepared- The worst case scenario is to lose a negotiation deal by not being prepared.

I have seen that the best negotiators in the UN apply logic and emotions simultaneously. They leave the thinking and analyzing of points, after forwarding at most 2-3 points during negotiations. This proforma applies to a simple Prisoner’s Dilemma.

Negotiation tactics used by person 1 and person 2  Use of emotions of 1 Use of logic of 1
Use of emotions of  2 (1, 1) (-1,-1)
Use of logic of  2 (-1,-1) (3, 3)

This is a dominant strategy for the use of emotions and logic during negotiations. No side is dominant when they apply emotions over logic during conversations to win a deal.

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