Is there a use to the "HALO EFFECT" in negotiation? How and when.

Definitely there is a use of "Halo Effect" in negotiations. I simply call it an oomph in our daily life. If I am a good manager, it does not mean that i am a good sales person too but this would be a general perception that I can also close a deal due to my knowledge in sales or my overall professionalism. So, the Halo effect is about the impression rather than actual skills required for negotiations. I had an experience where I was able to negotiate just because of the level of confidence I had shown but did not have good knowledge about the product itself.

Thanks

Yes, Halo effect use in negotiations, that is why companies use persons have halo and strong personalities to add some weight to the negotiation. 

The Halo Effect is when one trait of a person or thing is used to make an overall judgment of that person or thing. It supports rapid decisions, even if biased one

 Halo Effect works both in both positive and negative directions:

• • If you like one aspect of something, you'll have a positive predisposition toward everything about it.
  • If you dislike one aspect of something, you'll have a negative predisposition toward everything about it.
  • The effect of positive and negative emotion in negotiation

1)      Positive feelings may have negative consequences

• • • More susceptible to a competitive opponent’s deceptive tactics
    • Less focus on arguments of other party, leading to less-than-optimal outcomes
    • Create strong positive expectations, experiencing the defeat more strongly and treating other more harshly if an satisfying integrative agreement is not found

2)      Negative feelings may create positive outcomes

• • Negative emotion has information value
  • Motivate people to either leave the situation or resolve the problem
  • Alerting other party of a problem in relationship, leading both to work on fixing the problem

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Halo effect is a cognitive bias strongly operating in decision making process. Our brain is wired to be effective in decision making using a large variety of euristics. halo efect is derived from central trait theory and attribution errors. We tend to extend a certain feature/performance to the hope range of features/performance of somebody. We atribute more positive features to people we like than those we don't.  In negotiation, it has particular implications in Managing first impression and reputaion of both parties.

I would like to second Mr. Sorin Losnita's  response.

Thanks for invitation,

"Halo Effect".  refers to the habitual tendency of people to rate attractive individuals more favorably for their personality traits or characteristics than those who are less attractive.

It is also used in a more general sense to describe the global impact of like able personality, or some specific desirable trait, in creating biased judgments of the target person on any dimension. Thus, feelings generally overcome cognition when we appraise others."