One of the problems negotiators face is the inability to control their emotions. Confusion, uncertainty, anxiety, and irritation very often accompany the negotiation process. During these moments, the sides cannot think clearly and see all opportunities and alternatives that are possible.
If you want to conduct effective negotiations, you have to unite various skills: the technique of argumentation, manipulation, persuasion, etc. And of course, you have to learn to control your emotions. Thus, one of the most important skills here is the ability to manage your emotions and the emotions of the other party.
The negotiation process is important for both sides: the seller and the buyer. Very often, price is the most controversial aspect that causes conflicts, confrontation, and a lot of negative emotions. You have to learn how to control your emotions if you want to reach your goal. We can offer you some tips on how to neutralize emotions during negotiations.
First of all, you have to learn how to separate yourself from the situation. Don’t let the situation overwhelm you. You can switch the focus of your attention, take some deep breaths, and change your posture. Even these simple things will allow you to think with more clarity.
Track your negative emotions and think about something good and pleasant: your pet, a sunny beach, the countryside, your friends, holidays. Positive thinking can even change your facial expression and put your opponent more at ease when they see your genuine smile.
Emotions provide both sides of negotiations with important information. Learning how to express your emotions constructively will contribute to the success of the negotiations. Otherwise, it can damage or even destroy the negotiation process.
Sincere and trusting relationships help to reach the goal faster and easier. Positive emotions will bring joy to both parties. Express your emotions with expressions such as “I am glad”, “I am pleased”. Don’t use “You-messages” such as “You always contradict me” – it sounds like an accusation, a criticism, an attempt to influence the other party. If you want to learn more, refer to special training on successful negotiation techniques.
Support your words with appropriate facial expressions. Your opponents can see your insincerity, which will make them less inclined to trust you. Professional negotiators spent a lot of time in front of the mirror, learning to control their emotions, facial expressions, and gestures.
The negotiation process requires endurance, self-confidence, and perseverance. Skillful manipulators always “disarm” their victims by provoking them to openly manifest their surging emotions, and then use this weakness for their selfish purposes. This is more or less what goes on during negotiations as well. Be self-confident and don’t allow other people to throw you off balance.
Consider in advance how you may react to provocations. Humor, relevant quotes, or jokes can neutralize the intensity of emotions.
If you learn to understand other people’s emotions and reasons those emotions originate, you will be able to mirror their behavior and reach your goal easier. You can achieve synchronization of your breathing, tempo and timbre of your speech, and your posture with your opponent. Then, by changing your emotional state, you can even change the emotional state of the other party. This neuro-linguistic programming method is used by experienced negotiators worldwide.
You can learn more about it in professional courses on preparing for negotiations.