If you want to make a point, a deliberately-staged temper tantrum might fit the bill. What makes this effective is that it is unexpected. If done sparingly, you can show that you mean business. Having a temper tantrum can also backfire. If a negotiation is particularly volatile and the parties are already discourteous and rude, a temper tantrum is not going to stand out.
If you do get angry, it should be on purpose and for effect as though you were an actor in a play. Generally it is better to be polite and charming, but not too charming or you will seem insincere. If you get angry and it is not staged, then you will be out of control. As Shakespeare said in As You Like It., ” All the world is a stage and all the men and women merely players.”
The whole negotiation process is acting to some degree. You don’t want the other side to know what your position is and how you really feel. However, on rare occasions, you may feel that the timing is right to show anger. Just make sure you are acting and in control.
Here is an example. When you are told your reserved hotel room has been given to someone else, that controlled anger may be a way to get the hotel’s attention since they generally won’t want you to make a scene. One the other hand, you are always taking a chance that you will humiliate yourself. It is best to try this when you have nothing to lose and may never see this person again. If you go forward, prepare your script and practice just as an actor would do. Give details so the person knows why you are so upset. Since you are in control, don’t go overboard with your performance. When you stage a scene like this, always end with a proposed solution. Otherwise your performance may be wasted and the other party may not feel like proposing a solution after you have yelled at them.
When going into a negotiation, you must be aware of what kind of self-talk is happening in your mind. Chances are if you are like most average negotiators, you are experiencing some version of the Assumption-Compromise-Assumption thought process.
First, the chain of events is set of by fear or doubt in your position in the negotiation. You think that there is either something wrong with what you’re offering, or there is a fear of your negotiating opponent.
What happens in your head is something like this: “I wonder if they are going to think my consulting service is too expensive? Maybe I should drop my price a bit. Maybe they are going to think I’m crazy for asking so much.”
The first assumption is that the person you are going to negotiate with will think that your price is too high. So, you start to compromise by lowering your price. You justify that with another assumption that they would certainly think you’re crazy for asking such a high price.
You’ve just successfully negotiated against yourself before even meeting the prospect. Why did this happen?
The main culprits are a lack of confidence in what you are offering and a lack of a proper negotiating system.
First, go back to step one and really consider what it is that you are offering. Whether it’s a product or a service, analyze its value and be sure that you are comfortable representing this product or service.
The car ride to the prospects office is not the time to think about this. You should have confidence in your offering long before setting up an appointment to negotiate with someone. If you haven’t done so yet, go back and be sure to do this or you will be stuck in the Assumption-Compromise-Assumption trap forever.
Now that you have 100% certainty that you are offering something of value, it’s time to turn on the self-talk monitors.
Business deals are basically agreements between the various parties that indulge in commercial activities with each other. The business deals contain the various details of the transactions between the parties that are executing the business. There are several types of business deals – the most common type of business deal is the merger and acquisition. As per this type, one company buys a certain portion of or the total company itself.
One of the most important parts of the business deal in case of mergers and acquisitions is determining the share of buyer in the company where he is investing. In case of mergers, two or more companies combine their operations in order to fulfill certain purpose – be it getting a bigger share of the market or increasing the client base. In case of the acquisitions, the buyer gets the total or certain share of the company. In case of the acquisitions, a crucial part of the business deal is determining the percentage of ownership.
In case the business deal is taking place between companies from two different countries, the factor of foreign direct investment also comes into play. In this case the business deals take on a different dimension. They have to be formulated in a way so that the laws of investment and other relevant issues are well looked after. These deals also need to be mindful of the operative tax structure and figure out ways in which the whole exercise could be tax effective. As far as the small businesses are concerned, negotiations form an important part of their business deals.