Manage Your Emotions Before, During, and After a Negotiation

Negotiations can get emotional, to say the least. Whether you’re asking for a raise, more resources for your team, or to restructure your position, you might feel anxious, reluctant, or worried. But you won’t be successful if you’re worked up, so take steps to handle your emotions. Before the negotiation, ask yourself how your counterpart might respond — and why. Doing so will help you identify potential setbacks and gather additional information to respond to their challenges. The more you prepare, the less anxious you will feel. During the negotiation, if you find yourself getting upset or nervous, pause and reflect on the underlying reasons and formulate a strategy to address them. After the negotiation, try to avoid carrying negative emotions. Reflect instead on the moments you were most proud of during your interaction, and focus on how you will use your experience to get the result you want in the future.

This tip is adapted from “3 of the Most Common Challenges Women Face in Negotiations,” by Mara Olekalns et al.



Categories: Management and Career Tips

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