[China Glass Network] A young man needs to replace the battery in his electronic notebook. The handwriting on the notebook screen has started to fade, so you need to replace the battery quickly. Otherwise, the information stored in it may be lost. Because he was busy with work, he called a nearby store, but there was no such special lithium battery. He called the second store (Radio Sound City), where the clerk asked for his phone number and said he would call him back. An hour later, the clerk had not answered his call. Because he had never received a reply, he was very angry, so he took the bus to the radio and sound city.

He approached the counter and told one of the two clerk to buy the battery. Just near the counter, the battery was quickly found. He asked another clerk who had just received his call, why didn't he call him back. The young man was told that the store was very busy. So he asked the clerk: "Do you get a sales commission?" "Of course." The clerk told him. The young man said with a strong tone: "So, I hope these batteries can be sold to me at a discount. I want your commission." The two clerk said they could not do that. Young people propose to see their manager. The clerk told him that the manager was not there today, and a clerk had already entered the battery price into the cash register. The young man added: "That tells me the name of your manager." The clerk handed him a business card bearing the name of the manager. He looked at the badge of the clerk who did not reply to his call and wrote the name of the clerk. On the back of the business card. The young man said, "I don't buy these batteries now!" Then he quickly turned and left the store. He was very angry and returned to the company by car. He took out the phone book and wanted to find another store with this battery. In the yellow pages, he saw the Best Buy phone, which is a newly opened store, just opposite the Radio and Sound City. This new store made him forget everything he had just done. He browsed Best Buy's website and saw that he had the kind of lithium battery he wanted. So, he picked up his jacket and put it on his body, then went out and took the same bus back to where he was. Later, he found and bought the kind of battery he needed at Best Buy.

All of us have had similar experiences that cannot be kept calm. Maybe not buying a lithium battery in the radio city, but something similar. For example, a certain item advertised in the advertisement has been sold out. The photo that was originally taken after 24 hours has not been washed, and the repaired car still has problems. The single supplier delivery is one week later than originally planned. So we felt very frustrated, very annoyed, very angry, frustrated or downcast, in part because we felt that we were at a disadvantage. Our emotions inhibit our rationality, so we cannot take measures that can adjust the situation quickly and efficiently.

The strange thing is that emotions are like water. Someone once said that the big distress of the owners of the house is water. Water will corrode the foundation and erode the wall. The water will penetrate the wall and the roof. The water will leak out of the pipe. The water will freeze in the pipe, and the water will attract termites. However, water is very important to our survival. Our food depends on water; we wash clothes by water; we need water for bathing; our sewage system also needs water; water constitutes the vast majority of our body, and the average adult body has 60% water.

What water is for the owner of the house, what the mood is for the negotiator. To some extent, emotions are important to all negotiators. If it weren’t for some emotional reasons, we wouldn’t ask the restaurant waiter to confirm our parking ticket, ask our friends to help move things, or invite someone they like to date. Emotions are part of the reason that stimulates or drives us to get up in the morning and entertain others.

However, emotions, like water, can also be a source of our problems. Being too emotional in the formal report may lead us to look nervous, lack of organization, and make us forget important information. Too emotional during a sporting event can cause athletes to over-pitch, over-throw or over-shoot. Being too emotional when driving on a busy highway can lead to dangerous behavior or traffic accidents.

Negotiations are just like life, and there may be many different emotions.

Simply put, the emotions associated with these emotions may fall into one of the following categories: anger, sadness, happiness, and fear. In turn, each emotion has a related behavior. When people are really angry, they will yell, scream, swear, use their fists to hit things, face red, stop listening, lean forward, lean closer, threaten, stop talking, or use fierce The language overwhelm others. The young man who wants to replace the electronic notebook battery shows some of these behaviors. When people are sad, they often stop listening, retreating, stopping talking, stopping thinking, getting sick, crying, stopping eye contact, not eating or overeating. When people are happy, they are likely to often laugh, talk too much, simplify thinking, give favors, let the problem go with the flow, or pay for someone else's lunch. Fear makes people stop listening, stop thinking, tremble, stutter, silence, stop resisting, escaping or fleeing.

Excessive emotions during negotiations can be a bad thing? Maybe. It depends on who has such emotions, under what circumstances they have emotions, and what kind of emotions they have. Of course, it also depends on the effects of emotions. Of course, anger won't give the young man who wants a lithium battery an advantage. That damaged his thinking, and even let him find a battery that can be replaced in the radio and sound city, and can only go to the Best Buy on the street to buy.

Because information is important in negotiations, especially when one side perceives advantage or leverage, by becoming emotional, you may lose control of some of your abilities (observation, test, reasoning) . If one party becomes very emotional, then the other party may be the same. Therefore, important techniques such as expanding the intent of the claim (that is, by asking the question "why" to shift one from position to interest, or from demand to need) are almost impossible to use.

Because of the impact of emotions on information collection and thinking, people sometimes raise their emotions to a level that is beneficial to them. If one party does not consider other issues or choices, then he may only accept the ready-made solution. Who is more likely to become emotional in negotiations and conflicts, and who is more likely to be affected by it?

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