Nothing but negotiation

The Gap Partnership

Companies should 'remain calm' when negotiating a contract

Displaying anger can undermine a negotiator's credibility

19 August 2010

Firms should teach their employees to remain calm when negotiating a contract, it has been claimed.

Negotiators are often placed in stressful situations where it may be easy to become irritated if they are working to a strict deadline or are unable to make a breakthrough during talks.

Greg Williams, an international negotiations expert writing for, claimed staff should learn to keep their emotions in check.

He said: "When you're disgruntled in a negotiation, conceal it. If you allow it to seep into the negotiation, you run the risk of poisoning the environment, and instilling animosity in the other negotiator."

Businesses which openly display emotion during negotiations could lose credibility and this could undermine their position.

Mr Williams advised employees to quickly identify when they are becoming agitated before it becomes an issue.

By becoming aware of the situations which can promote anger, a negotiator should be able to avoid them, he added.

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