Here are some of the things that cause emotions in a negotiation: • Lies, misrepresentations, blaming, insults, false accusations. • Threats, unfairness, causing loss of face, undermining the other party. • Greed, self-centeredness, breaking commitments. • Not reciprocating goodwill (no thank-you for gifts), missing appointments and meetings. • Lack of preparation, inconsistency. • Loss of control personally and/or professionally. • Dashed expectations, high stakes.
