Negotiators Identify and Influence Emotions

Having a positive mindset is essential for effective collaboration and problem-solving during negotiations. There are three voice tones that negotiators can use: the authoritative FM DJ voice, the friendly and encouraging voice, and the rarely used direct or assertive voice. Emotions play a crucial role in communication, so instead of denying or ignoring them, skilled negotiators label and discuss them without getting overwhelmed. Effective negotiators resemble psychotherapists, probing to understand their counterpart's problems and guiding them towards behavioral change. Developing emotional intelligence requires being observant, listening more, and speaking less.