September 23, 2014
Don’t Let Others’ Emotions Stop You from Negotiating
Before you head into a negotiation, determine what sort of person or people you're trying to negotiate with. There are types of counterparties you should negotiate with – even if it seems counterintuitive and difficult. One example is an emotional counterparty. Conflict makes people emotional, but it shouldn't keep you from reaching a deal. Once the conflict is identified and addressed, and parties are allowed to vent, emotion usually dissipates. Some people and cultures are simply more expressive than others. And some negotiators use emotion strategically to influence you. Recognize the emotion, but don't let it stop you from negotiating.
Adapted from “ Two Kinds of People You Should Never Negotiate With” by Judith White.a
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