Emotions and its management in negotiations: sustainability and stability aspects

Abstract

The article analyzes the expression of emotions and their management in negotiations in the aspect of coherence and stability. Even in the first half of the twentieth century and in the middle, negotiations meant modest, reserved conversation of unfeeling gentlemen, assuming that all behavior associated with the negotiation is rational from the beginning to the end. Emotions were seen just as a brake of the negotiation process and effectiveness. An attempt was made to create a rational negotiating environment in which there is no place to emotions. The research shows that emotions can play a crucial role in negotiating communication and in decision– making (about 80% of the decisions are adopted on the basis of emotions). It is therefore necessary to learn how to manage emotions in negotiations – both tactical and strategic and ensuring consistency and emotional stability of behavior. The paper based on the analysis of scientific literature, systematic, comparative, logical and synthesis methods tries to disclose the key aspects of the emotional expression in negotiations, justifying the need, opportunities and ways to manage the emotions of the negotiating process.