Handling anger in negotiation

Handling anger in negotiation
 Uncontrolled Anger
 Get angry – blood pressure rises – heart rate increases
 Can not thing logically
 Makes obstinate
 Controlled Anger
 Frown
 Speak in a tight
 Stem voice
 Commanding gesture


Negotiating fears
 Fear of loss
 Fear of the unknown
 Fear of failure
To prevent from fear of unknown, try to do…
 Prepare thoroughly
 Find alternate solutions
 Be prepare to walk out
Several ways to deal with the fear…
 Acknowledge your fear
 Prepare thoroughly & examine the negotiation
 Mentally rehearse your negotiation
 Dress for negotiation in clothes that make you feel good
 Make sure about your files & notes
 Act confident.
Five things you should never mention when you negotiate
 Appearance - Personal hygiene – Clothing
 Race – Gender – Ethnic background – Religion
 Profession – Company – Business
 Competence – Experience
 Age
Five things you should never do when you negotiate
 Exasperated eye rolling
 Disdainful sneering a la Elvis
 Finger – pining or fist shaking
 Book – Paper – Furniture throwing
 Any gesture your opponent can construe as physically
threatening
Neutralizing Personality Conflict
 Tips how to handle a personality conflict
 Stays Low Key – Moderate your tone of voice & your attitude.
 Be Frank
 Use the magic words "fair & reasonable"


Everyday Negotiating Situations
The players in the real Estate Game
 Broker – Licensed to sell real estate – Agents
- Charge the seller a commission
 Sales People / Sales Associates
– Licensed to sell real estate
- Can’t open their own real estate office
- Must work for a broker
- Agents of the seller
Agents can help with…
 Financing
 Finding a home
 Preparing your home
 Negotiating
The offer form should include the following information …
 The address & legal description of the property
 Price – Down Payment
 A time limit
 Conditions & contingencies
 Property taxes
 The closing shall take place if the counteroffer is accepted