A former MD, Josh Gibson has two decades of experience working in healthcare platform development and business consulting. One element of business success that Josh Gibson encourages others to cultivate is emotional intelligence, which can be helpful during business negotiations.
Emotional intelligence for negotiation includes not only an understanding of the other negotiator’s wants, but one’s own emotional state and biases as well. Negotiators should perform an emotional preflight checklist to ensure they can function for optimal effectiveness.
The first question in any negotiation is how one wants to feel, with an immediate follow-up of why that might be desirable. Negotiators need to know how they will balance the need for calmness and the need for alertness. This in turn leads to another crucial question: how can that emotional state be achieved? Calmness might require meditating or listening to a favorite song, while visualizing a solid athletic performance might get one pumped up and ready to go.
Negotiators also need to know what might cause a problem. What could throw their emotional game off, or make them behave irrationally? Remembering times this has happened in the past can help identify trouble spots, and in turn lead to answers to the question of what can be done to prevent such emotional flare-ups.