Pride Before A Fall
Emotions are an unavoidable part of what it is to be human and while it’s impossible not to have emotions it is possible to suppress their expression and manage the behaviours behind them.
Obvious emotions such as anger, fear or not feeling valued have been the cause of many negotiations escalating out of control, often destroying relationships and demolishing any possible negotiated outcome.
However, there is one emotion (to me) that seems responsible for more failures than most; Pride!
My observation is that during many negotiations using the Negotiation Cards it is Pride that has often been the source of a failed negotiated outcome over many other types of emotion. As an inwardly directed emotion it rightly suffers a negative connotation referring to the foolishly and irrationally corrupt sense of one's personal value. You may have heard of the term “Pride before a fall”.
When you review your practical practice negotiations you have the huge benefit of finding out exactly where each party has a line in the sand and so when an outcome is not agreed, when there is an obvious agreement available, then I suggest it is Pride that fails us.
Think carefully about your actions, what it was that you were thinking AND feeling. By recognising these emotions you are in a far better place to be able to manage them when you need to.