Emotional Tactics COPY

Question 1

Emotional Tactics

When the other side gets emotional, see their use of emotion for what if may well be: a negotiation ploy or tactic.
•Could be a device to get a particular reaction from you.
•Remember land owners are pretty “?” to their land.
May be others reasons for emotional outbreak. Probe.

Answer 1

attached

Question 2

Emotional Tactics
Don’t Get Emotional Back
•Do not take emotional attacks personally.
•Do not counter emotion with?.
•Do not counter personal attacks with personal attacks.
•It takes discipline and a reminder of your purpose.
•The best retaliation against being called nasty names is getting the deal done, not calling them even worse names.

Answer 2

emotion

Question 3

Emotional Tactics

The way to avoid emotional responses is to be ready for emotional tactics.
Tactic: ?
You’ve made certain proposals that cause the other side to take offense. They are furious.

What do you do?

(Use as in Class role plays)

Answer 3

Anger

Question 4

Emotional Tactics

Response: Find Out Why
•Do not ? 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.

Answer 4

ignore

Question 5

Tactic: Insulted
•The other side claims they are insulted by your offer. So insulted they insist you make a more realistic offer.
•They’re trying to make you bid against yourself. Don’t.
•Note: It should be impossible…

Answer 5

to insult a negotiator with an offer.

Question 6

Tactic: Insulted
•Note: It should be impossible 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.

Answer 6

negotiation

Question 7

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.

Answer 7

concessions

Response: Re-Focus
•Smile. Say thanks. And re-focus.

Question 8

When You Face Emotional Tactics,
Get R.I.D Of Them
•Recognize...
•I
•Deflect

Answer 8

the emotion as a tactic
Identify exactly what kind of emotion is being employed.
the emotion in order to re-focus on the issues.