Women are typically advised to keep emotions and business separate as it relates to our careers. However, numerous articles and studies have looked into the important role that emotions can and do play when negotiating on behalf of your company or individual business. Sites such as Forbes and Harvard Business Review both shed insight into positive and negative means of utilizing emotions to receive the desired result for yourself and your business.
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According Forbes.com, emotions do in fact play a role in interpersonal negotiations. It goes on to note that recent research in the Journal of Personality and Social Psychology unpicks the role of emotion – namely disappointment – in negotiations. “In traditional negotiations, disappointment might be seen as a sign of weakness which can be exploited by tough bargainers, resulting in lower offers. But the research found that the effect of disappointment depended on the relationship individuals had with their opponent.” In the long run, disappointment as a tool for negotiation can only be effectively used for your benefit if you are negotiating with someone you have or have had a personal relationship with whom you identify with. The article also went on to note that the use of anger and other hard bargaining tactics seldom yielded beneficial results unless dealing with strangers.
Harvard Business Review highlights stories and other examples of negotiation tactics and the use of emotions to get their desired results. Some of the emotions ranged from anger, which prompted a buyer to burn a cashiers check during a closing on a multimillion dollar brownstone, to passive, which kept an employee from adequately negotiating time off to participate in a fellowship. Though most of these examples in this article are fairly extreme, none of them surprise me.
As an attorney, I often times tend to stick with laws and facts and how they are beneficial to me and my cause when negotiating. I do not view negotiating as a conniving mechanism to just “get what I want”. What I desire is most times backed up and supported by data and facts, so I never saw the need of throwing in unnecessary emotions to up the ante. I have witnessed and been a part of several negotiations where the opposing parties utilize anger, criticism and other unscrupulous tactics to sway the advantage to their side. It is not always pretty or attractive, but in some cases (not all), emotions, both positive and negative, have played a major role in swaying a desirable result in your favor.
Rashida Maples, Esq. is Founder and Managing Partner of J. Maples & Associates (www.jmaplesandassociates.com). She has practiced Entertainment, Real Estate and Small Business Law for 9 years, handling both transactional and litigation matters. Her clients include R&B Artists Bilal and Olivia, NFL Superstar Ray Lewis, Fashion Powerhouse Harlem’s Fashion Row and Hirschfeld Properties, LLC.
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Celebs Tweet Their Thoughts About #JusticeForSandraBland
1. Jesse Williams
#SandraBland's treatment while attempting to travel freely on HER public roadways has been acknowledged as unlawful. She is already dead.
2. Taraji P. Henson
"SAY HER NAME #SandraBland"
3. Ava DuVernay
"'Why are you arresting me?' Because you know your rights. Because I can. Because no one'll believe you. #SandraBland"
4. Kim Kardashian
#WhatHappenedToSandraBland We need answers!!!! This is NOT ok! This is all shady! They need to own up to this & tell the truth!
5. Jussie Smollet
"A loss 4 words. #SandraBlandMatters #BlackLivesMatter 👈🏿tell me this should change once the nation shows that we do. "
6. Snoop Dogg
🙏🌹. Sandra. Rip. 🌹🌹
7. K. Michelle
R.I.P to this queen. This could've been any of us. My prayers go out to her family. #sandrabland https://instagram.com/p/5fvlO_AhCf/
8. Gabrielle Union
SAY HER NAME!!! #SandraBland #SandraBland #SandraBland #SayHerName
"We must get to the cause of #sandrabland death because this CANNOT happen again #deathorfreedom"
10. David Banner
"When will we fight back. A man's duty on earth is to protect women and children. Where are the gangsters? Preachers? We need you. Please."
11. Nicki Minaj
"Rest In Peace #SandraBland"
12. Talib Kweli
"We the people ask @LorettaLynch to investigate #SandraBland #KimberleeRandleKing RETWEET "
Signs. Signs. Signs all around us. The Message is Here. #SandraBland
14. Missy Elliot
"When I look at the #SandraBland traffic video it brings so many emotions😳😢😡😡😤!"
15. Jessie J
"God bless your soul Sandra | #sandrabland | Change needs to come |Justice needs to be served | Heart… https://instagram.com/p/5fV79mQ0aw/ "
16. Jackee Harry
"It's time y'all, it's time.." #SandraBland #BlackLivesMatter
"In memory of #SandraBland these things don't make no kinda sense "
18. Holly Robinson Peete
I really don't look forward to having ANOTHER difficult conversation w my kids tonight...but here we go again😧💔 #SandraBland #SayHerName 😢
19. Jeffrey White
Sadly, doesn't matter by whose hand she died. Unjustified arrested set the outcome in motion. The state murdered her. #JusticeForSandraBland
Sandra could have been your mother, sister, aunt, friend or if she wasn't killed the community outreach advisor A&M. #SandraBland
21. Joan Smalls
"My heart is broken. Sending my deepest condolence to her family and friends. May you find Strength, Peace and Justice. When will this stop? #EqualityForAll #RIP #Why #SayHerName
22. Gladys Knight
Sandra Bland.... #SayHerName #SandraBland
23. Cara Delevigne
Things need to change NOW #SANDRABLAND #Justice #Equality
24. Meek Mill
"Rip to that young lady that lost her life about a traffic stop! 🙏 ima make sure I pray for her and her family! 🙏😄😄😄"