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.


Learn how to lead effectively

Gleaned from wisdom acquired by working with hundreds of highly successful leaders from the world of business, media and sport, our workshops are fortified with practical tips to help you better lead yourself, your team and your business.

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 ace that interview

The first few moments of your interview can have a decisive impact on how well the rest of it goes. My research has shown there are four main errors people make when trying to make a good impression in job interviews. Don’t brag. It’s... read more

How to make better decisions faster

Decision-making overload is a common experience among managers. But you can process choices more efficiently and achieve better outcomes by using a checklist. Write down five goals that will be impacted by the decision. This helps you avoid the... read more

How to be more mindful during the day

Many of us operate on autopilot at work, but the ability to maintain focus and concentration is a crucial skill. The good news is you can build this skill by incorporating mindfulness exercises into your day. When you wake up, spend two... read more