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April 3, 2015

Taking Emotion out of Negotiation

Negotiations

Jeff Cochran

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There are many times you come to work with a lot on your mind, and employees, potential hires, and outside salesmen can all sense it. Other times, youarrive in a meeting prepared to negotiate with someone who may incite negative emotions. Depending on the other party, you may feel intimidated. The following are a few things top negotiators rely on to keep emotions out of negotiations.

 

Effective Negotiations Training

 

Find Your Poker Face

A great way to start your negotiations training is by spending some time in the mirror. Study what your face looks like when relaxed. Practice various types of smiles and nods. It may feel silly, but once you have begun to associate the feeling of a particular expression with how that expression appears, you can recreate it more easily in the throes of a negotiation.

 

Breathe Deeply and Focus

When continuing your personal negotiation training, it is important to remember to breathe. Focusing on your breath will allow you to keep your systems calm: your heart will beat at a normal pace, your body will be continually oxygenated, and your mind and circulatory system will maintain an even keel.

Once you have focused on your breathing, make sure your mind is in the proper place. If you are running a thought on loop about how important this negotiation is or about the rewards or consequences of its outcome, you are likely too far in your own head to project an air of calmness and confidence. Replace those thoughts with ones that induce peace.

Think about your children, most recent vacation, or favorite spot to go for a morning run. If an opportunity for some alone time presents itself, amp up your calming practice by leaning back, closing your eyes, and focusing on your breath and a positive, serene scene. Confidence is power, and a collected demeanor will communicate an absolute sureness in your point and goals.

 

Check Your Tone

During your meeting, keep your tone in mind. A low, steady tone with your words properly paced is a good way to ensure any internal emotions you may have are not communicated to your associate.

Utilizing these methods, the scales will be tipped greatly in your favor for future negotiations. If you’d like to take your skills to the next level, there are courses in influence training and corporate sales training available that offer even more ideas on how to become an expert negotiator.

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