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However, they can also enhance or weaken perception and memory. Brand and Graves
(1994) mention an experiment by Bower proving that positive experiences are recalled
in happy moods and negative experiences in depressed moods and this may be a crucial
factor for a person in a negotiation situation. It is also important to note that moods and
emotions are dynamically interdependent; meaning that certain moods can trigger
certain emotions and certain emotions can lead to particular moods. Because of their
long-term nature, moods are not relevant for negotiation although a change of mood
can contribute to set the desired tone for interaction.
How TO MAKE YOUR ARGUMENTS MORE CONVINCING
Arguments, no matter how good they are, will not achieve the desired goal
unless they convince your adversary. Thus it is good to look for signs that what you are
saying is being positively received. Reception ofwhat you are saying may be achieved
in the following manner:
~ Your arguments must be supported by written documentation ifpossible.
~ Provide the support of experts. The opposition might bring their own
experts to support them and oppose you.
~ . Present factual arguments instead of being emotional. Do not personally
attack your adversary.
~ Be free to expose the weak aspects of your proposal, but defend them. In
that way you are bringing credibility and trust into the process.
~ Your verbal and nonverbal cues must not conflict.
~ Use good timing for closing the deal e.g. when your opponent is in a
positive rather than a negative mood.
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