“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

KARRASS Effective Negotiating® Tip

Negotiating with Emotions
by Dr. Chester L. Karrass

Emotions play a powerful role in negotiating because people find it difficult to tolerate unexpected outbursts. When the other party lets loose, we find it hard to cope.

Some people try to get their own way by yelling, screaming, and being generally belligerent. They know from experience that most people find such negotiating tactics uncomfortable to cope with. Their plan is to intimidate the other party into submission. The victim cringes at the thought of having to deal with an obnoxious character—so he or she gives in.

When people are emotional they don't think clearly. Experiments confirm that people distort reality, don't listen, and pick up only those inputs most in-tune with their emotional wants.

You may need to call a recess—or change negotiators.

If you find your negotiating climate getting emotional, try to bring issues into focus by centering the discussion around facts rather than feelings. Rephrase the other person's comments to show that you understand his or her viewpoint. Take a position in favor of a viewpoint—not against the other party's viewpoint.

When you encounter these tactics, first recognize them as negotiating tactics. Emotional actions breed emotional reactions, and an emotional opponent can gain the initiative. The surprise outburst may be simply staged to test our resolve, shake our self-confidence, or force us to reassess our targets or position.

The key defense is not to be intimidated. The best way to cope with an emotional outburst is to play it cool. This takes a good deal of courage, patience and self-confidence. If you become perturbed, the negotiation will degenerate into an argument. Remain rational, refuse to take abuse, deal in terms of fact (not emotion), and act with quiet dignity and firmness.

The more you stick to a rational approach, the harder it will be for the other party to get excited. Be skeptical and play it cool. Get the full story before reducing your demands or aspirations. There are a lot of good actors around!

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

© 2008 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com
   

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