Psychology in the negotiation process

When we negotiate, there are many psychological factors that influence us. Our emotional intelligence, self-perception, perception of information and cognitive bias all play a key role in our behavior and the decisions we make at the negotiating table. But how do these psychological factors actually affect us in a negotiation context?

The link between emotional intelligence and success at the negotiating table

Our emotional intelligence is our ability to understand, express and manage our emotions. It affects us in negotiation situations because high emotional intelligence helps us make sound decisions and decode signals from our counterparts. By understanding both our own and the other party's emotions, we can better navigate and adapt our negotiation techniques to the specific negotiation situation. Therefore, high emotional intelligence can significantly increase our performance at the negotiating table.

Self-esteem and self-perception in negotiation contexts

But our self-esteem and self-perception also matter at the negotiating table. Self-esteem and self-perception can affect us in the negotiation process because there can be a correlation between self-esteem and the propensity to compromise. A person with high self-esteem is often more confident and less likely to compromise. A strong self-esteem can therefore increase our performance in negotiations.

Perception and interpretation

Our perception and interpretation of information is also important in negotiations of any caliber. If we misunderstand or misinterpret information, it can lead to errors in our decision-making process. It is therefore important to have concrete tools to help interpret information from the other party. 

Create value at the negotiating table with GlobalDenmark's negotiation skills courses

In an increasingly globalized world, negotiation skills are an indispensable competence. At GlobalDenmark, we have designed courses in negotiation skills that, among other things, increase the participants' ability to understand the psychological factors that form the basis of our behavior in negotiation contexts.

The course is beneficial for representatives of a government, a management team, a committee or a company - because a sharp negotiation technique can help you achieve better results. If we know the psychological aspects of negotiation techniques, we can avoid unnecessary barriers when sitting at the long table and making agreements with counterparts.

Government Focus: Negotiating on behalf of public authorities

GlobalDenmark offers international courses with both a Government Focuswhich is suitable for those who negotiate on behalf of public authorities. This course increases both analytical tools and process and cultural understanding, and increases the possibility of favorable agreements for representatives negotiating on behalf of a government agency or ministry.

Business Focus: Improving international negotiation skills

Our international course with a Business Focus is designed for negotiators in an international business environment and provides concrete tools to improve your negotiation skills.

At GlobalDenmark, we use real-life cases and concrete theoretical training. In this way, participants are guaranteed a good outcome and an improved ability to achieve success in negotiations. Choose GlobalDenmark and gain tools that really create value at the negotiating table.