01608 644144
How to Stay Calm During Negotiations
Negotiating is a key skill for every one in a managerial position. When such negotiations do not go the way you expect it is important that you keep calm! Do not allow yourself to be provoked by cynical remarks from the other person. Above all, never lose your temper. Some people you negotiate with will be on the lookout for weaknesses in your position. The manager who allows him or her self to be upset has put him or her self in a significantly weaker negotiating position. This is because the other person will feel that they hold the whip hand, and that as a result they do not need to make any concessions in order to get what they want. Even if this is wrong, and as a result you do not reach agreement, you will be the one who has lost most. So what should you do to avoid this negative situation? Here are some tips from management training negotiation courses to help you keep your temper during your negotiations.
Work out every possible objection in advance. Managers usually get angry in negotiations because they have been caught by surprise. They find themselves in a place where they have to improvise and they then do this badly, digging themselves into a bigger and bigger hole. They gradually become more and more angry with themselves, and also with the other person who they think is responsible for putting them into this uncomfortable situation. If you plan from the very start on having to deal with the most unreasonable objections imaginable, then you will not be taken by surprise.
Do speak slowly. Force yourself to take time to react to the other person’s comments and slow down your movements. Speak more slowly than usual, and more thoughtfully. This reduces the danger of a disagreement arising as the result of an over-hasty or ill-considered response by you.
Do not interrupt the other person even if the other person speaks for a long time, or makes a lot of statements which you want to strongly object to, force yourself to listen calmly and patiently. Listening is a critical management skill and is therefore covered on most management training courses. Take notes of key words to assist you when it is your turn to reply. Smile a lot: “That was quite a statement, Mrs Green. If I may, I will take each of your points one at a time. Firstly, regarding your question about…”
Repeat back the other person’s statements. Discipline yourself to repeat in your own words the other person’s comments, even if you are really annoyed. This is another good technique to help you to control your temper.
Keep quiet. If the other person makes a controversial statement to which you object, say nothing but do count to ten. Most people dislike silence, and so will say something just to break the silence. Staying quiet may well make the other person feel that you are waiting for him to explain his statement; he may then realise that he will find it hard to do so and so start to qualify his statement. Using this technique you are now back in the driving seat, because the other person has had to go on the defensive to justify his original statement.
These are just a few of the negotiation techniques that can help you to remain calm and professional when negotiating with others. More techniques can be learnt on a management training negotiation skills course.
