Leadership Tip

How to cool a heated negotiation

Emotions get heated during a negotiation because there are high stakes: people’s jobs, their standing with their bosses, their confidence, the success of a venture, or the future of their business. Whatever the reason the conversation has turned combative, here are a few ways to defuse the situation:

  • Focus on your physical reaction. Breathe deeply to send a message to your brain to remain calm.
     
  • Listen to what your counterpart is saying. Don’t always feel you need to respond to an outburst. If you can, let it go and move on.
     
  • Show you’ve heard what's been said. Calmly paraphrase your counterpart’s argument. Sometimes people just want to be heard.
     
  • Show some empathy. Acknowledge that this is a tough situation.
     
  • Find out more. If you’re the cause of the other person’s frustration, dig deeper to find out why.
     
  • Take a break. If you’re the one getting angry or emotional, step out, go for a walk, and come back when you’re feeling more grounded.

The above leadership tip...
was sent in response to a question from a participant on our 10/10 leadership development and mentoring programme and adapted from How to Cool Down a Heated Negotiation by Jeff Weiss. Whether you're a first time manager or an experienced leader, straightforward, practical advice on best practice is hard to find. Until now. To find out how you, your team or your organisation can benefit, please join us on our next complimentary webinar or contact us.

Subscribe

Free weekly email on things you didn't know last week with links to articles on leadership excellence. To view previous editions click here.


Unlock your potential

Whether face to face, or over the telephone, we can develop your leadership skills, support you in making important decisions, and help you reach your potential.

Read More

Leadership Articles

10 actions for mastering leadership

The key to truly effective leadership lies in mastering a wide range of skills from implementing and administering process to inspiring others to achieve excellence. To be an effective leader you need to make the most of opportunities to learn to lead,... read more

Leadership Tips

How to avoid your next angry outburst

When you’re angry or disappointed with a colleague, it can be tempting to dash off a text or email to say so. But an angry message sent in haste can ruin a relationship. Before communicating, ask yourself: What outcome do I want? Think about... read more

How to recognise when you're being too stubborn

Being stubborn isn’t always a bad thing. But if you’re standing your ground for the wrong reasons (like if you hate to be wrong), you’ll do more damage than good. Since it’s hard to recognise stubbornness in yourself, look out for these signs that you’re... read more

How to work with prickly personalities

People with low emotional intelligence, also known as EQ, are generally harder to work with - they can be grumpier, more negative, and more erratic than average. But a few tactics can help you collaborate with a low-EQ person: Be gentle.... read more