September 13, 2012
Traditional negotiating theory said that the goal of being a good negotiator is to take emotion out of the negotiation and find the best objective solution. The only problem is it ignores human behavior. You can’t take emotions out of negotiations. And there’s no one objective solution--it depends on how each party sees things, which depends in part on what they’re emotionally attached to what they’re motivated by.
If properly understood, the emotional subtext of a negotiation can be used to your advantage. It’s important because negotiating is crucial to professional advancement. Every day we seek to influence colleagues, clients, managers, and vendors, hoping we get what we want. If you’re not prepared to negotiate for your interests, rest assured others will for theirs, and you’ll get played like a fiddle. However, becoming more familiar with the tactics of negotiating and how your emotions and those of others come into play can help tip the scales back in your favor. More
Wilson, D. (September 12, 2012) Negotiate Like A Car Salesman: 5 Tactics To Help You Win Every Time. Retrieved September 13, 2012 from http://www.fastcompany.com/3001209/negotiate-car-salesman-5-tactics-help-you-win-every-time