How to Navigate Emotions During Tough Negotiations, According to a Former FBI Negotiator | Inc.
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Use emotions to influence
Emotions can derail communication. When people get upset at one another, they stop thinking rationally.
Emotions are not an obstacle to successful negotiations. They are a means. Good negotiators know how to identify emotions and influence them.
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Mirroring
The quickest way to establish rapport is to repeat the last one to three words your counterpart just said.
This will make them feel safe enough to reveal themselves. It will also slow the conversation down and give you more time to think.
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Empathise strategically
Before you decide to get your point across, hear the other side out first.
Demonstrate that you are trying to understand their feelings using phrases like "It sounds like you're afraid of..." or "It looks like you're concerned about..."
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Guide them to say no
Every yes is a concession or can feel like it.
However, allowing the person opportunities to say no gives some form of control and put them at ease.
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Trigger a "that's right" response
Summarise and reaffirm how your counterpart feels and what they want.
It should be done based on the feelings and passions driving them that they are blind to.
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Work together
Don't try to force your opinion on your opponent.Ā
In negotiations, the more the other person likes you, the more they are willing to be flexible. A win-win situation produces the best results.
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