People typically become confused when something does not work as expected, or when they believe that whatever plan or preparation they made was incorrect. That could be true, but most of the time it is your execution of the plan that is at fault. Accuracy is required when implementing a plan and making it a reality.
Details are crucial in negotiations. As I’ve mentioned in previous posts, knowing everything about your counterparts is essential when negotiating. What do they favor? What kind of a negotiator he or she is? To keep up with the person in front of you in negotiations, you should be able to quickly figure out who they are or what’s their motive.
Failure to do so can and will complicate and weaken your standings. You will be unable to properly understand what is happening around you. When the stakes are high and you are confronted with a difficult person, everyone has what is known as an impulsive reaction. For example, imagine you’re at work and you’re dealing with a person who loses his or her temper and self-control with every breath he or she takes. How will you handle it?
CHALLENGING NEGOTIATION SITUATIONS
There are strategies for negotiating in difficult situations. The first and most important step is to not react in the same way as the person in front of you. Some people will lose control as well once they are faced with an angry person. Reacting in the same negative way will only complicate matters. Instead, try to persuade this person that you are there to help by acknowledging his or her point of view. Once you do that, this person is now disarmed of every negative motive he or she holds. They have no reason to continue being unpleasant.
Now, they’ll still be angry and shouting at times. I know, sounds difficult, doesn’t it? In this case, try to concentrate as much as possible on less contentious points of discussion. Assure them that whatever problem they have is solvable and they will start listening to you. When discussing that, you must sound smart and convincing at the same time. You must be familiar with how to sort out the issue for them without failure (If there was an issue in the first place).
Powerful body language is one of the fundamental techniques taught and demonstrated in the best negotiation skills training courses. Consistent eye contact demonstrates a willingness to pay attention to the other person’s needs while asserting confidence. It can also provide useful observations about how the other party feels. For example, when hearing something they don’t like, an individual may break eye contact or increase eye contact at critical decision points in the conversation.
Maintaining eye contact can help you connect with others during negotiations. But it’s important to strike the right balance. Too little eye contact makes you appear untrustworthy, while too much can be creepy or judgmental. According to the person and the situation in front of you, decide what degree of eye contact you will use.
STEP IN ONLY WHEN NEEDED
If you are observing heated debates, you should take a step back and let it play out as long as the parties do not come to blows. Allow them to argue it out and let the conflict resolve itself. When things get out of hand, someone has to step in. If you are one of the lead negotiators, it will be your responsibility to calm things down. You can accomplish this by calling for a break and speaking clearly and calmly. Assure both parties that their rage is not assisting anyone in reaching a mutual and beneficial decision and that everyone needs to calm down for a few moments.
At work, I frequently encountered two parties arguing about a specific case. A heated debate, but not about to blow up. I sometimes let them figure it out on their own. Only when the argument is about to cause harm to both, I would intervene and put an end to it. Sometimes, even if you are the lead negotiator and with a respected position and voice, you need to remain neutral as an observer during a negotiation. A good negotiator will always do this, give a chance, and then intervene.
If you are unfortunate enough to be involved in a heated argument, allow the mediators or leaders to calm things down and agree to their suggestion to take a short break. Use this opportunity to talk about your feelings with your coworkers so that you can return to the table with a coherent argument that will not result in chaos. In either case, don’t let animated debates or heated disagreements cripple negotiations. Allow enough time for everyone to calm down before deciding whether the discussion can continue in a more civilized manner.
IS IT BAD TO WALK OUT WHILE NEGOTIATING?
Walking out of a negotiation session doesn’t always indicate defeat. It may seem difficult to believe that a group of adults engaged in a negotiation can become so frustrated that they walk out of a meeting. But it happens all the time. Walking out sometimes means that discussions have come to an end and that you need to leave the situation for an extended period, if not permanently. This may be done to inform the other party that there will be no further negotiating and that the offer is final, or it may be done to force the other party to accept.
In any case, the leaving party does not wish to discuss the matter at that time. When one party believes that its members are not progressing in negotiations or that their needs are not being met or heard consistently. The individuals involved may conclude that leaving is a viable option. This could be true in many cases. If you are the target of a walkout, you should consider whether your side of the table was truly listening to the other side.
Was the group making an effort to understand the needs of the other? Are the demands of the opposing party unreasonable? Did your side simply ignore the opposing side’s position? The ball is now in the hands of those still at the table. Therefore, it is up to the people who remain to decide whether to bend or quit. After walking out, the other party rarely makes contact, so it is up to the other party to extend the invitation if their wish is to continue negotiating. Make certain that if and when you make contact, you have something to offer that differs from what was offered before the walkout.
There is no way to completely avoid difficult people in business, especially when negotiating. By definition, this type of communication triggers strong feelings and emotions. Conflict resolution is simply another form of negotiation, and learning how to deal with it will make you a better negotiator in the long run. Arguments do not always have to signal the end of a negotiation. An argument can clarify communications and create unexpected allies. Walkouts indicate that the other side has had enough of the discussion and has placed the ball in your court. It is up to you to decide whether to continue with the situation as is or to offer a better deal.
PATIENCE IN NEGOTIATION
When negotiating, a wise negotiator must understand the value of patient waiting. This quality is especially important after you’ve made an offer. It is critical that you allow the opposing party to consider what you have presented without excessive persuading and questioning. Making contact too soon may endanger the entire transaction. A long period of silence from the other side may tempt you to intervene and persuade a yes decision. It may lead you to believe that you made a mistake by asking for too much too soon. If you did your research and prepared carefully, you can be confident that you made the right offer.
If you didn’t, you’ll find out soon enough. And why jeopardize your position by making contact before the other party is ready to talk? Trust that you will have the opportunity to make adjustments when you receive a counteroffer and don’t let fear drive your actions. Rushing to show your guns may cause you to lose what you bargained for in the first place.
For example, I must offer our stakeholders a different way to operate daily, especially when I see that this newly created way is beneficial to both parties. I would not press harder than needed. On the contrary, I will give them plenty of time to react and begin negotiating how to carry it out.
TO WRAP UP
Every day, we all negotiate. Use these situations to refine your skills and master the finer details of body language and nonverbal communication. When dealing with foreign nations, remember to respect the protocol and customs of other countries, just as you would want them to respect your way of doing things. Make an effort to understand difficult negotiators and get to the bottom of what motivates them. Difficult situations will help you develop excellent conflict-resolution skills. Negotiating is, after all, just another aspect of business communication. There is no great mystery or secret to doing it correctly.
Develop a reputation for being ethical and honest, act with integrity, and be aware of your worth. These are the most essential tools for negotiating with anyone, anywhere.
