Negotiation and stress: how to manage it?

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Joe Dispenza
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Negotiation and stress: how to manage it?

Last update: 09 September, 2018

Pressuring the other to make a decision during a negotiation, stress him or push him to opt for an alternative solution (the one we want) are business strategies widely used in the entrepreneurial field. The goal is to confuse the other, divert his attention from the important elements to get what we want. However, we don't always have the opportunity to direct the entire decision-making process. Sometimes you have to negotiate.



A negotiation process requires much more than knowing how to communicate or explain yourself skillfully. You also need to manage stress, especially if you need to make important decisions and close the deal quickly. The fact that time does not help, forcing us to give an almost immediate response, can not only increase our level of nervousness, but it can also cause us to make negative decisions for the company..

Behind every successful business is a person who has made a courageous decision.

-Peter Drucker-

How does stress work during a negotiation?

Stress can be felt during a negotiation, especially if we are feeling pressured. While it may prove beneficial in some circumstances, it is not good company in these cases.

The feeling of "being saturated" when negotiating can have many causes. A misunderstanding with the boss or co-workers, a project that was not delivered on time and that put the company in a bad light or an excessive workload are all reasons that can lead to bad negotiation.

When we are overwhelmed by stress, we experience a feeling of oppression. Ideas overlap in the mind and we are unable to think clearly, in an orderly and calm manner. Chaos takes hold of us and it seems we only know how to think fast. For this reason, if we are stressed in the middle of a negotiation it is likely that we make a confused decision or at least that we are unable to practice our skills and strategies as we should.



Sometimes stress can push us to run away, to escape from a situation where we feel too much pressure. Maybe we also show ourselves insecure when negotiating, we don't know how to act or how to deal with the conflict that has arisen, despite the energy accumulated to deal with it.. Another possibility is that we adopt an uncompromising attitude towards the other person or that we do not make it clear what we think.

In communication, the most important thing is to listen to what is not being said.

-Peter Drucker-

Reduce stress in business

Being influenced by stress has unpleasant consequences. It is important to learn not to be influenced by this state of mind, but to deal with it successfully. To do this, the following steps must be taken into account:

  • Prepare properly for the negotiation: to negotiate it is necessary to be informed, otherwise it will be difficult to reply to an opinion. You need in-depth knowledge on the subject and you need to know the opinion of your colleagues to get a clear picture of the situation.
  • Practice active listening: it is a key aspect in any type of negotiation, in fact, before saying something, you need to listen to others. What do they think? What is their point of view? Where do they want to go? It is good not to rush to express your opinion, but to listen carefully to others first.
  • Use emotional intelligence: if stress emerges during business, we risk experiencing a sort of emotional explosion, perhaps raising our tone of voice and showing ourselves unable to listen to the other. It is important to breathe, calm down and take control of your emotions. Knowing how to identify your own emotions and those of others is still an advantage in any negotiation.
  • Take back the reins of the negotiation: if we have lost the thread and the main reason for the discussion, we can start over or postpone the negotiation to a later time to face it calmly and complete it successfully.
  • Negotiate without haste: It is true that we can take time and continue talking before reaching a decision, but it is also good to understand when to postpone the discussion to another moment if no agreement is reached.

We must never negotiate out of fear, but we must never be afraid to negotiate.



-John F. Kennedy-

Stress can activate us and push us to take action to achieve our goals, but if it is the result of constant pressure, it risks overwhelming us, especially in the business world.

If we have a clear understanding of how to carry on a business, how to deal with any problems or conflicts and how to manage the stress that comes with it, then everything will be easier.

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