He who gets angry … He doesn't always lose.
The opinions expressed by employees are personal.
In common life we can classify anger as a catalytic and cathartic emotion that provokes comments, discussions and, often, violent reactions. At the negotiating table, however, anger can become a useful tactic.
It may not be a popular point of view among negotiating experts (at least, they don't recognize it publicly). However, the big negotiators know that anger is another weapon within their well-formed toolbox. You can learn to use it.
Set aside, for a moment, any aspiration towards gentleness, the universal win-win scheme and brotherhood among men. Feel the power of anger. Sometimes, this allows us to strengthen our resolution.
The anger is vigorous. Being completely convinced of our point of view adds fire to our arguments.
The anger is fair. If they show us that we are wrong, our outrage is hidden by the right to justice.
All extremes are counterproductive.
The radicals pose: Why worry about captivating your opponent in a prolonged rational argument?
Some negotiators build a whole race around being a fury professional . Around them all walk on tiptoes, nobody dares to ask anything … and that is exactly the way they like things to happen.
But poorly employed anger can also be counterproductive even for the most Machiavellian of men. You can never know how the other person will react. If your opponent turns on, it will not be easy to work with him when you try to reach an agreement.
Anger easily degenerates into barbarities or personal insults, which leads to a lose-lose result. Your fury can be misguided, misdirected or misunderstood. If you are negotiating with a passive-aggressive person (and who is not?), Anger will be channeled to the subconscious and sabotage you later with thousands of petty tactics. Also, if your opponent likes to hold grudges, pray that you never bump into him later, especially in the recesses of the business world.
The use of anger in agreements intelligently, in the right time, with the right tone and in the exact amount, is an art. This is my best advice: from time to time it is right to get the anger afloat, but do it after thinking carefully.
Try not to use it frequently or you will dilute its power. If you are the type of person who automatically fights anger with anger, get over it.
When you react in this way you contribute to the formation of a negative spiral in which many feelings are hurt and no agreement is reached. Even if your opponent does not, you do. It is a way of taking over.
Learn to control your anger. Ventilating it can make you feel great for a moment, but you'll never move forward in business (or in your life) if anger controls you.