ON NEGOTIATING: HOW TO TAME THE IRASCIBLE

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In business, we deal with people from

different walks of life. And in the course of

these negotiations, we are most likely

bound to encounter some people that we

just cannot bear or stand. These are usually

irritable people or those who are easily

angered. This is either just the nature of the

person or a negotiating strategy we can

refer to as ‘mock anger’. Nevertheless, no

business person wants to lose credibility so

in the face of this type of people, the negotiator should still be diplomatic and

understanding. Here are a few tips on encountering irascible people.

Create A Positive Aura

Remember that positive attitude produce positive results. When negotiating, be

sure that your voice, demeanor, and overall approach should convey empathy, concern,

understanding, and enthusiasm to work with the person. Before you can control the

person or the situation, be reminded that it is a must to first control yourself. It is indeed

tough to stay positive when the person you are dealing with is entirely the opposite.

However, keep in mind that you cannot afford to lose the deal.

Lighten Up

A little off-key topic in a conversation is not a bad idea. To tame the hot temper of

the person, try bringing up something light to talk about such as weather, sports, or

even just a random interesting trivia. Loosen up, offer a cup of coffee, crack jokes. This

will surely cool his head and can even establish a rapport between the two of you.

Be Calm

Take the initiative to remain calm during the situation. At the same time, tell the

person to stay calm as well. Remember that you should take control of the situation.

Responding in a similar attitude will just worsen the scenario. Wait for the person to

calm down, and then resume the negotiations. If he persists with his outburst of anger,

tell him that you understand where he is coming from. Avoid snapping back and

contradicting his arguments. Also, tell him in a nice manner that the negotiation cannot

be settled with anger.

Focus on The Issue

If you see the need to point out what the person is missing and why his fumes

have no basis, then do it. But be sure to counter his anger in a diplomatic way. Focus

on the issue. Attack the arguments, and not him. Control yourself from being personal

as this can aggravate the situation.