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The core concerns are human wants that are important to almost everyone in virtually every negotiation.
Rather than trying to deal directly with scores of changing emotions affecting you and others, you can turn your attention to five core concerns:
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Everyone has a desire to feel understood, valued, and heard. When we feel appreciated, we are more likely to be cooperative and productive.
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Affiliation is the feeling of connection and belonging that we have with others. When we feel affiliated with someone, we are more likely to trust them and work with them cooperatively.
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Everyone wants to feel a sense of control over their own lives. When we feel autonomous, we are more likely to be motivated and productive.
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Status is the feeling of importance that we have in the eyes of others. When we feel respected, we are more likely to be cooperative and productive.
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Our role is the part that we play in a group or organization. When we feel like our role is meaningful, we are more likely to be engaged and productive.
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Venting is the act of expressing strong negative emotions in an uncontrolled way. While it may feel good in the moment, venting can actually make our emotions worse in the long run.
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While many people assume that venting is a helpful way to get rid of strong negative emotions, it often leaves us and others angrier. As we create arguments demonstrating why we are right and others are wrong, we talk ourselves into a storm.
Venting can be helpful, but only to the extent that there is someone to moderate self-justifications and to keep in mind each party’s perspective of the situation.
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CURATED BY
"Beyond Reason" is a book by Roger Fisher and Daniel Shapiro on how emotions can affect negotiations. The book won the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution.
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