Page 100 - TX_Marketing 2_M1_v2

Similarly, could you choose a word that will prevent anger or frustration? If so, then

choosing that word would limit problematic emotions and help ensure that you get
to establish the emotional mood of a session or correspondence—ideally a

persuasive mood.

Naturally, prevention is better than a cure when it comes to anger in negotiations. If

you can prevent a problematic emotion from coming up, then you won't have to work

at managing it later. Preventing excess emotion in general is a good idea in business.
One way to limit the production of problematic emotions is to promote a healthy

emotional distance between your audience and your message. Limiting pathos and

focusing more on logos, logic as persuasion, is a good way to do this. Using language
that will keep emotions in check and establish a healthy distance between the

negotiators and the material they are negotiating will help prevent personal insults

and grudges.

Managing Your Emotions

It will be difficult for you to effectively communicate if your working memory, the part

of the brain utilized for all daily tasks and temporary retention, including self-control,
self-motivation, and problem solving, is compromised by overwhelming anxiety, fear,

frustration or anger. Pathos will not be available as a means of persuasion if you are
obviously frustrated, because it is impossible to induce helpful emotions in others if

you yourself are overwhelmed with anger or anxiety.

Anger and Frustration

In general, the effects of some problematic emotions such as frustration and anger

subside with time. If you can physically and emotionally control yourself until the
initial flood of frustration or anger passes, then it will usually diminish, or at least

diminish to a manageable degree, permanently.

TX Marketing II: Negotiation Techniques 99