The opposite of ” emotion ” is “logic or “reason” . As has been noted above we are conditioned
in our professional lives to respect reason , justify our decisions on ground of logic , and
pretend that emotion has nothing to do with it >
But a negotiation is not an either -or situation . The rational and emotional are interwind >
A rational approach will set the targets for a negotiation , and measure its outcome
in purely material of financial terms, Yet there is a value within the negotiation process
itself – apparently irrational value – which can affect the process and the result .
This is sometimes called transactional value a sense of having got a fair deal can be more
important than rational self-interest .
Will continue ……………..