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Negotiation Tip of the Week
# 980
“Control Emotions To Negotiate Successfully”
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When negotiating, do you let emotions get in the way of your objectives? During negotiations, most people experience a range of emotions. The way you control those emotions have a profound impact on the progress and outcome of the negotiation. To gain a greater sense of how you can control emotions during a negotiation, keep the following thoughts in mind.
1. Prior to the negotiation, consider what could possibly cause you to become emotionally unglued and mentally prepare for such situations. Consider possible recourses you might adopt to maintain emotional control. Assess the other negotiator to determine what might cause him to become emotionally unglued, too.
2. Validate emotions: Whenever you incur an emotion, validate its purpose. Seek to uncover whether the emotion is real or contrived. It may be portrayed as genuine, while hiding behind a mask of deceit, to provoke a calculated reaction within you. If you suspect such a ploy is being utilized, consider displaying no emotion in return. By doing so, the perpetrator will have doubt cast upon his actions, which in turn will give him cause to reflect upon whether his ploy is being met with success.
3. Control emotions: You must control your emotions and attempt to do so of the other negotiator. To control the emotions of the other negotiator, you should possess a strong awareness of what might trigger him to one action versus another. Then, during the negotiation, strike the proper accord to motivate him to move in the direction you seek. Your degree of success will be determined by how well you’ve estimated his reactions.
4. Display appropriate emotions for environment: The emotions you exude should be aligned with the outcome you seek from the negotiation. Thus the proper mannerisms, connected with the appropriate emotions, will lend cohesiveness to your position.
5. Body language and emotions: As you progress through a negotiation, observe the alliance that a displayed emotion has with one’s body language. If there’s incongruity between the emotion and body language, the emotion may be contrived and have less importance than what is being conveyed.
Even when an emotion is genuine, you don’t have to give credence to it. You can choose to ignore it, if it does not serve your purpose of moving the negotiation towards a positive outcome. Regardless of the way you react to emotions during a negotiation, if you’re aware of the role they play and adjust to them accordingly, you’ll have greater control of the negotiation and in the process be more successful … and everything will be right with the world. Remember, you’re always negotiating.
The Negotiation Tips Are …
- Always be cognizant of controlling your emotions during a negotiation. A loss of control could cause you to think irrationally, and adopt actions that you might otherwise avoid.
- To the degree there’s congruity in your words and emotions, your emotions will possess more credibility.
- If the other negotiator’s emotions are not aligned with his body language, you may consider pointing out this observation. Your attempt would be to get him to alter his facade.
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