Let’s look more specifically at what the introduction of emotions often does to a negotiation. First, they destabilize the situation. You are much less sure of how the other person is going to react. The outcome is less predictable when the parties are emotional. Emotion reduces people’s information-processing ability. That means they don’t take the time to explore creative options. They don’t look at all the facts and circumstances. They don’t look for ways to expand the pie. As a result, they don’t get more. In fact, emotional people, studies show, care less about getting a deal that meets
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