Manage your emotions before, during and after negotiationsPosted on December 3, 2019
Negotiations usually don’t run without emotions. Whether it is asking for a salary increase, getting more budget for your team, or attracting new financing for your company, it can provoke fear, anger or disgust. But you will not be successful in your work if you do not enter into negotiations. So it is important to work on controlling your emotions.
You can do this by asking yourself before the negotiation: how will the counterparty respond and why. This will help you clarify potential setbacks and look for the information that helps to respond to the challenges. The better you prepare yourself, the less anxious you feel.
When you notice you are getting angry or nervous during the negotiation, take a moment to pause and think about the underlying reasons and formulate a strategy to address them. At the end of the negotiations, try to prevent yourself from walking around with negative emotions. Reflect on what went well – what you can be proud of – and what you would do differently next time.
If you want to know more about this, read “3 of the Most Common Challenges Women Face in Negotiations,” by Mara Olekalns et al.