Recently, a JetBlue flight attendant acted out, by engaging in what I’m sure was a scenario he and countless others have thought about for quite some time. After an altercation with a passenger, the flight attendant exclaimed expletives that were directed at the passenger, with whom he’d had the altercation, grabbed two beers and departed the plane via the emergency chute. Through his actions, he conveyed the sentiment, take this job and shove it!
When you negotiate, do you find yourself becoming angered by certain positions adopted by those with whom you’re negotiating? In such situations, do you find that you have to watch your temper, in order to maintain your credibility in the negotiation? By displaying anger during a negotiation, you can lose credibility. If you find yourself in such situations, try a few of the following suggestions to free your mind, preserve your credibility, and maintain the path that you’ve set for the negotiation.
1. Some negotiators reward bad behavior by succumbing to it, while others rail against it, and in turn become defiant. If you wish to use anger as a ploy, know with whom you’re negotiating and the other negotiator’s proclivity when contemplating to what degree you’ll allow your temper to run rampant during the negotiation.
2. If you observe the body language (nonverbal communication) behavior of the other negotiator, you’ll glimpse his inner demeanor. If you’re astute at doing so, you’ll be able to observe the escalation of his anger quotient before it reaches a point of confrontation. Just be mindful to practice equilibrium in the process.
3. Rage is a state of mind that disallows you from thinking in the normal manner by which you deduce situations. Thus, understand what ticks you off and if need be, simulate the situation that might cause such emotional consternation prior to entering into a live negotiation environment. In essence, try to thwart the mindset you might possess that would cause you to become emotionally unstable prior to entering into the situation. Attempt to experience the full range of rage you might experience and allow yourself to be calmed by a thought that mentally centers your thought process.
4. When you’re disgruntled in a negotiation, conceal it. If you allow it to seep into the negotiation, you run the risk of poisoning the environment, and instilling animosity in the other negotiator. Instead of displaying your disgruntled behavior, if appropriate, play the role of someone that’s very pleased with everything that’s occurring. This role can be played internally, which should allow you the time to regain your composure, before allowing the negative conduct to influence the negotiation.
It’s very easy to go through emotional simulations when you’re imagining how you might feel when beset by rage during a negotiation. To become better empowered and to enhance your ability not to lose your cool during such occurrences, practice the techniques outlined above frequently. By doing so, you’ll set your subliminal thought process to pause, before turning negative. The spillover benefit of such actions will manifest themselves in a positive manner in your negotiations. Hence, you’ll have greater control of yourself and the negotiation… and everything will be right with the world. Remember, you’re always negotiating.
The Negotiation Tips Are…
· Sometimes, when you get bogged down in the details of a negotiation, you obtain insight from which to thwart the efforts of the other negotiator to make you go negative. Determine when it’s best to challenge an angry opponent with logic versus imitating his actions.
· Some people make artful statements when negotiating. First, seek to understand their intent before reacting to it.
· There’s always a balance that one has to practice when negotiating. If you’re too obstinate, you’ll alienate the other negotiator. If you’re too quaint, you’ll position yourself to possibly be steamrolled. Seek balance.