Overcoming Emotional Barriers In Concession-Making
Introduction
Concession-making is a crucial part of effective negotiation. However, the process of making concessions can sometimes be hindered by emotional barriers, which can impede progress towards a mutually beneficial outcome. In this article, we will explore some strategies for overcoming emotional barriers in concession-making.
Understanding Emotional Barriers
Emotional barriers can manifest in different ways during negotiations. One of the most common emotional barriers is fear. Fear can cause negotiators to be overly cautious and rigid in their positions, leading to impasse. Another common emotional barrier is anger. When a negotiator feels that their position is being threatened, they may become defensive and angry, which can escalate the conflict.
Identifying Emotional Barriers
In order to overcome emotional barriers during negotiation, it is important to first identify where the barriers lie. Look for signs of fear, anger, or other negative emotions during the negotiation process. Listen carefully to the other party and try to understand their underlying emotional state. Sometimes, emotional barriers may be hidden behind seemingly rational arguments, so it is important to look beyond the surface level of the negotiation.
Addressing Emotional Barriers
Once emotional barriers have been identified, it is important to address them directly. This can be done through active listening, empathy, and reframing. Active listening involves paying close attention to what the other party is saying and demonstrating that you understand their perspective. Empathy involves putting yourself in the other party's shoes and understanding their emotional state. Reframing involves taking the other party's perspective and reframing the situation in a way that is mutually beneficial. By addressing emotional barriers directly, negotiators can create a more open and collaborative environment.
Strategies for Overcoming Emotional Barriers
There are several strategies that can be used to overcome emotional barriers during concession-making:
- Take a break: If emotions are running high, it may be helpful to take a short break from the negotiation. This allows both parties to cool off and come back to the negotiation with a clear head.
- Focus on interests, not positions: When negotiators focus on their positions, they may become more entrenched in their positions. Instead, try to focus on the underlying interests that are driving the negotiation. This can help to create a more collaborative environment.
- Use "I" statements: Using "I" statements can help to deescalate conflict by focusing on your own feelings rather than blaming the other party. For example, instead of saying "you're being unreasonable," try saying "I'm having trouble understanding your perspective."
- Practice active listening: Active listening involves paying close attention to what the other party is saying and demonstrating that you understand their perspective. This can help to create a more collaborative environment and reduce the impact of emotional barriers.
- Build rapport: Building rapport can help to create a more positive and open environment for negotiation. Simple actions like finding common interests or sharing a joke can help to break down emotional barriers.
Using these Strategies in Practice
Let's say that you are negotiating a contract with a supplier, and the supplier has become angry because they feel that they are being undervalued. In this situation, you could use the strategies outlined above:
- Take a break: If the supplier is becoming too upset, suggest taking a short break to allow everyone to cool off.
- Focus on interests, not positions: Instead of getting stuck on the supplier's position, try to understand the underlying interests that are driving their position.
- Use "I" statements: Say something like "I'm having trouble understanding how we can make this work for both of us."
- Practice active listening: Listen carefully to the supplier's concerns and show that you understand their perspective.
- Build rapport: Find common interests with the supplier and try to build a positive relationship.
Conclusion
Overcoming emotional barriers in concession-making is essential for creating a more collaborative and positive negotiation environment. By understanding emotional barriers, identifying them, and addressing them directly, negotiators can create a more open and productive negotiation process. Strategies like taking a break, focusing on interests, and practicing active listening can help to reduce the impact of emotional barriers and lead to more mutually beneficial outcomes.