RATIONAL VS EMOTIONAL NEGOTIATION
Principled negotiation (getting to yes, Fisher & Ury) is based on the principal that the rational problem-solving mindset overtakes the emotional brain by separating people from problem, being focusing on interest and not position, creating win-win options and defining objective standards.
But it is also true that people are very irrational and the emotional system is fast and instinctive, as opposed to the rational system which is slow and logical.
For this reason, logical decisions of our rational system are often based on emotions and impressions and if we are able to affect their emotional system, we can guide their rational system and modify the responses.
Principle negotiation is still valid and I consider it as basis for any negotiation, but we can influence the emotional system with the right tactics, increasing our chances for optimum results.
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