Putting anger to a negotiation is like throwing a bomb into the process.
We typically focus on strategy, tactics, offers, and counteroffers and don’t pay enough attention to how emotions affect what happens at the bargaining table. And this is a problem in negotiation.
We can start by asking couple questions:
- How do I feel?
- Should I express my emotions?
- What things could happen that would make me feel angry?
In negotiation requires some of the same skills that playing card does like a strategic focus, the imagination to see alternatives, and a knack for assessing odds, reading people, understanding others’ positions, and lying when necessary. However, whereas the parties in a negotiation must strive for agreement, in playing cards make decisions unilaterally.
Preparation and confidence are the key. Sometimes, confidence is not always there, yet it is a state of mind that we should try to put in. There should be a balance. Be aware of the emotions and how displays of emotion may be perceived. Then take specific steps to respond and stay calm, or ask a third party to negotiate for you.