INSIGHTS: Emotion and its role in negotiation: valuable tool or unnecessary hindrance?

April 4, 2019

Negotiations can invoke varied emotions, some of which may affect the outcome of the negotiation and the receptiveness of participants to such outcomes. Negotiators are inevitably influenced by their own emotions and should be aware of the influence that emotions can have on their abilities both to negotiate and to be receptive to the outcomes being proposed. This article, written by Jayr Teng, a Solicitor in Meridian Lawyers’ Melbourne office, explores the interplay between mood and emotions and the impact that these can have on the creative bargaining process. It also explores skills relating to difficult conversations and the strategic use of emotions and how emotional intelligence may be utilised in the strategic use of emotions. Click here to read the full article.

Acknowledgment: Teng, J., ‘Emotion and its role in negotiation – valuable tool or unnecessary hindrance?’, Australasian Dispute Resolution Journal, vol. 26, no. 1, February 2015, pp.51-56.
Published with permission. This article was first published by Thomson Reuters in the Australasian Dispute Resolution Journal, vol. 26, no. 1, February 2015. For all subscription inquiries please phone, from Australia: 1300 304 195, from Overseas: +61 2 8587 7980 or online at The official PDF version of this article can also be purchased separately from Thomson Reuters.
This publication is copyright. Other than for the purposes of and subject to the conditions prescribed under the Copyright Act (Australia) 1968, no part of it may in any form or by any means (electronic, mechanical, microcopying, photocopying, recording or otherwise) be reproduced, stored in a retrieval system or transmitted without prior written permission. Enquiries should be addressed to Thomson Reuters (Professional) Australia Limited. PO Box 3502, Rozelle NSW 2039.