Emotional Tactics Flashcards
Emotional Tactics
When the other side gets emotional, see their use of emotion for what if may well be: a ?? or tactic.
- It could be a device to get a particular ? from you.
- Remember landowners are pretty “?” to their land. May be other reasons for the emotional outbreak.
Probe.
negotiation ploy
reaction
attached
Emotional Tactics Don’t Get Emotional Back
- Do not take emotional attacks ?.
- Do not counter emotion with ?.
- Do not counter personal attacks with .
- It takes discipline and a ? of your purpose.
- The best retaliation against being called nasty names is getting the ??, not calling them even worse names.
personally
emotion
personal attacks
reminder
deal done
Emotional Tactics
The way to avoid emotional responses is to be ready for Tactic: Anger
You’ve made certain proposals that cause the other side to take offence.
They are furious.
What do you do?
Response: Find Out Why
- ¨Do not ignore their anger.
- ¨Find out what was it about your proposal that made them angry.
- ¨Did they fully understand it?
- ¨Can you put it another way or explain your reasoning better?
¨Perhaps you can learn information from them as to why they’re angry and what it will take to put negotiation back on track.
Emotional Tactics Response: Find Out Why
- •Do not ? their anger.
- •Find out what was it about your proposal that
- •……………………………….it?
- •Can you put it another way or
- Perhaps you can learn information from them as to why they’re angry and…………….
- ignore
- made them angry.
- Did they fully understand
- explain your reasoning better?
- what it will take to put negotiation back on track.
Tactic: Insulted
- The other side claims they are insulted and insist you make a more realistic offer.
- They’re trying to make you bid against yourself.
- Don’t.
- Note: It should be impossible…
Response: Learn What Would Not Be Insulting
¨If the landowner says they have been insulted, ask them to tell you what kind of offer they would consider “not insulting”.
By doing so, they’re showing what aspects of your offer were unacceptable and are, in fact, countering rather than having you bid against yourself
Tactic: Insulted •
Note: It should be ? to insult a negotiator with an offer.
- By definition, an offer demonstrates you are engaging in business conversation.
- This is the process of ?, back and forth.
impossible
negotiation
Tactic: False Flattery
Watch out for anyone who keeps telling you how brilliant you are doing in negotiations.
Some negotiators use this to praise us into ?.
Some compliments are real, but beware of a flood of them.
concessions
Response:
- Re-Focus •Smile. Say thanks. And re-focus.
When You Face Emotional Tactics,
Get R.I.D Of Them
- ¨Recognize the emotion as a tactic.
- ¨Identify exactly what kind of emotion is being employed.
- ¨Deflect the emotion in order to re-focus on the issues.
Tactic: Exasperation
- The other side is ?, too busy to deal.
- They want you to give them an offer and they’ll…
- Just another negotiation ?.
- They’re taking themselves out of the ?and? process necessary to make a deal.
- Allows them to come in at the last minute and……………………. without consulting them.
- overwhelmed
- get back to you.
- ploy
- give and take
- reject everything you offered
Response:Understand
- ¨Tell them you understand their pressures.
- ¨Ask if there is anything you can do to help with their immediate problems or if they’d rather wait to do this deal when things have calmed down.
- ¨Sympathize with their exasperation. But you must keep trying to negotiate as most likely you have a deadline.
Tactic: Guilt
- ¨Guilt can be a ………………………. emotion.
- ¨You should feel bad for offering so little and taking so much.
- ¨Just because you have “Power” you have the upper hand, you’ve put us in a corner.
- ¨How can you do this?”
powerful and effective
Focus On Issues
- ¨Remember guilt is a negotiation device, just like anger.
- ¨Used to make you feel bad.
- ¨Isolate………….
- ¨What would they ???
- ¨How would they ? with the deal?
- ¨What do they see as ?
- (Don’t feel guilt unless negotiating with your Mother!)
- emotion from issues.
- propose back
- proceed
- fair
