Empathy
The previous section made it clear that successful negotiation relies largely on empathy: being able to see what's driving the people you're talking to and identifying how to present your proposed solution in a way that addresses their concerns and satisfies their needs and desires. Let's look in more depth at how that works.
The Effect of Mood on Collaboration
You can probably anecdotally describe the effect that your mood has on how you work with others. I know that when I get grumpy, I value isolation and will bark at people who interrupt me, trying to avoid getting into conversations. This probably means I'm less likely to listen to other opinions and to either contribute meaningfully to discussions or to learn how to do my own job better. I'd rather do the wrong thing on my own than accept help when I'm in that mood.
In a column called "Mood"—http://cacm.acm.org/magazines/2012/12/157887-moods/fulltext in Communications of the ACM,...