Negotiations on the Edge by Matthias Schranner

Author:Matthias Schranner
Language: deu
Format: epub
Publisher: Schranner
Published: 2008-11-15T00:00:00+00:00

An experienced negotiation partner might lead you into a stress situation to test your reaction; perhaps also to unnerve you enough for you to lose control and get carried away with an imprudent statement or action. Do not let yourself get lured into this trap and observe the following:

Recognize stress: You enter a tough negotiation with an increased dose of stress because your brain signaled “danger” to you. This is useful for you because once you have evaluated the situation there is indeed danger for you and you must have all your power available. What makes you realize that you are under stress?

Every person’s reaction to stress is different. On the cognitive level, reactions like loss of concentration or nervousness are possible; on the emotional level, fear or rage. But your negotiation partner will not recognize these reactions; thoughts and emotions will escape their attention but your reaction will also show in your body language. Vegetative-hormonal reactions like sweating or a red face clearly show that you are under stress. Muscular reactions like shaky knees and muscle quivers are the next level.

Pay attention to these stress reactions in your negotiations. Observe the various reactions of yourself and become aware at which parts of the negotiation your stress level falls or rises. Only as soon as you are aware of your own stress reactions will you be able to handle your stress in a constructive way.

Make use of stress: Stress is very helpful to bring out your full potential. You should therefore be happy that your brain recognized this negotiation as important and dangerous and you are now negotiating with your full performance potential.

This readiness for full performance is only advantageous up to a certain moment and then it will turn into a significant disadvantage. What can you do when you feel that you have reached the tipping point?

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