How can you manage your emotions when negotiating with senior stakeholders?

1 Know your goals and limits

Before you enter a negotiation, you need to have a clear idea of what you want to achieve, what you are willing to compromise on, and what you are not. This will help you avoid getting sidetracked by irrelevant issues, losing sight of your priorities, or giving in to pressure. You also need to know your BATNA (best alternative to a negotiated agreement), which is the option you have if the negotiation fails. Knowing your BATNA will help you assess the value of the offers you receive and walk away if necessary.

2 Build rapport and trust

One of the keys to successful negotiation is to establish a positive relationship with your senior stakeholders. This means showing respect, empathy, and curiosity. You can do this by using active listening skills, asking open-ended questions, acknowledging their concerns, and finding common ground. Building rapport and trust will help you reduce tension, create goodwill, and foster collaboration. It will also help you understand their interests, motivations, and emotions better.

4 Manage their emotions and expectations

Another challenge of negotiating with senior stakeholders is to manage their emotions and expectations. You may have to deal with frustration, anger, disappointment, or anxiety from your counterparts. You need to be able to recognize, respond, and resolve their emotional issues, without letting them derail the negotiation. You can do this by using techniques such as empathy, validation, or problem-solving. You also need to manage their expectations, by being clear, realistic, and transparent about what you can and cannot offer.