Fear is not the best negotiating tactic.

If people can't communicate they cannot possibly get along together much less negotiate. Fear puts people on the defensive and is a major obstacle to clear, open communications.

Unless you have absolute power, seek to diffuse any fears that may exist on both sides through open and direct communication. This will promote the involvement of all concerned and facilitate resolution.

If you are trying to convince the other person, do not shut them down by yelling, shouting or otherwise attacking them. That is not the way to win your point.

Fear blocks communications. It makes people defensive, apprehensive and inhibits resolution. Only if you wield brute strength over the other person should you invoke fear to control the situation.

Realize that in doing so it is your intent to decimate the other person into abject subjugation. You may not like the relationship that results. Worse yet, if you value the relationship realize that it will be lost when the other person gets an opportunity to escape the situation.

In day-to-day business, family or social settings no one person typically holds absolute power over others. Everyone values the relationships enough to steer clear of deploying absolute power and jeopardizing the relationship. It is the emotional fears of the social setting that impact communications and negotiating in a civil setting.

These fears are harder to discern but are just as problematic to clear, concise communication. As such, they stand in the way of reaching a resoltion until resolved.