Quote:
Originally Posted by Bingo
You can't have GMs negotiating with a fear of hurting someone's feelings.
Be respectful.
Use your leverage (they will when it's their turn).
Get them signed.
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I don't think it should be fear, but a good negotiator absolutely needs to consider the feelings of the people involved and future negotiations.
Every negotiation takes place between humans, and humans are highly irrational and emotional animals. Trying to treat people like robots is just plain bad negotiation tatics because it makes you blind to the majority of people's decision making process.
It is also bad negotiating to fail to consider the big picture. We like to think of things as discreet events, but the reality is everything is connected. How people will behave in future negotiations is part of the leverage they apply to the current ones. It is though that this is why our emotion spite was evolved, it lets us leverage the future to ensure fair dealings in the present.