What are the win-lose negotiation techniques related to the impact on emotions?

Emotions in negotiations are not advisable. Under the influence of agitation, people make the wrong decisions, express opinions that are aimed at hurting the other side, expressing what they are feeling at the moment. Negotiators who succumb to negative feelings behave aggressively and do not think clearly. They want to defeat the opponent at all costs – they do not make concessions, they insist on their position and no matter what, they want to pursue their own interests. And this does not lead to a favorable agreement. Emotions can also weaken common sense. Negotiation techniques win-lose personal attacks and threats are to contribute to causing negative feelings in the partner, who under their influence will agree to the proposals of the other party.

Personal attacks are a win-lose negotiation technique that involves attacking the other party by entering their personal sphere. Pointing out the weaknesses and shortcomings of the partner, accusing him of incompetence, we make him nervous. Wanting to defend himself, the negotiator reacts emotionally and gives vent to his feelings. For a few moments, an emotional skirmish takes place, after which the attacked person feels a bit exhausted. Therefore, wanting to end the negotiations that are unpleasant for her, it is much easier to agree to the proposals made by the other party.

The further course of the meeting all depends on the reaction of the other party. If the partner catches that the statement contains an unfair statement referring to his person (e.g. his competence was undermined), additionally cynically or somewhat maliciously and responds to the other party in a similar way, then the technique of personal attack gave the intended effect.

In negotiations, try not to give in to emotions. If you notice that your partner is trying to upset you, don’t let him succeed. Stay calm and ignore malicious comments. You can turn the whole thing into a joke and say something funny. Conduct negotiations in such a way as to complete them as soon as possible, but remember to pursue your interests.

However, if the negotiators of the other side continue to use the win-lose personal attacks negotiation technique against you, get away from the table. Let us know that you will not continue to talk in such an atmosphere and you do not want anyone to insult you. Express disapproval of the other party’s behavior. This is not how adult people should behave.

If you want to effectively defend yourself against personal attacks, use one of the counterattacks: Colombo, openness, empathy, warning or leaving.

Reaching an agreement requires concessions from both negotiators. Sometimes one of the partners does not intend to limit his demands and tries to force his contractor to accept his proposal. To this end, he uses the win-lose threat negotiation technique.

Threats can be more or less harmful to you. Try to guess whether the person who threatens you is able to realize what he says. Perhaps she is trying to intimidate you, but her words will not find application in reality. For example, contact your competitor and find out if he is able to agree to your partner’s proposal. Thanks to this, you will have a clear picture of the whole situation.

Do not give in to threats, because if you do it once, your partner will know that he can put pressure on you. Appeal to the superiors of the other side. Let them know how their negotiators are trying to come to an agreement. You can also turn the situation around and start threatening yourself if you know you have more bargaining power than your contractor. Use this way of defense as a last resort.

Counter-tactics departure, warning will allow you to defend yourself against the negotiation technique of win-lose threats.

Source: https://poradnikprzedsiebiorcy.pl/-techniki-negocjacyjne-win-lose-zwiazane-z-oddzialywaniem-na-emocje

Region Gdański NSZZ „Solidarność”

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.

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