The Management Tip of the Day from Harvard Business Review

 

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April 04, 2016 Cool Down a Heated Negotiation Emotions can get heated during a high-stakes negotiation. But there are a few ways to defuse a tense conversation: Focus on your physical reaction. Breathe deeply to send a message to your brain to remain calm. Listen to what your counterpart is saying. Don’t always feel you need to respond to an outburst. If you can, let it go and move on. Show you’ve heard him. Calmly paraphrase your counterpart’s argument. Sometimes people just want to be heard. Show some empathy. Acknowledge that this is a tough situation. Find out more. If you’re the cause of the other person’s frustration, dig deeper to find out why. Take a break. If you’re the one getting angry or emotional, step out, go for a walk, and come back when you’re feeling more grounded. Adapted from "How to Cool Down a Heated Negotiation," by Jeff Weiss

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