The Negotiation Book: Your Definitive Guide To Successful Negotiating

4.1. 1. NERVE:

Believe in your position, never offend and always remain calm

Nerve helps us to exercise patience and to remain calm when the pressure is on. Anyone operating under pressure is reliant on controlling their nerves as part of being able to perform. The pilot, golfer, police officer, barrister, to name but a few, rely on their nerve to be able to carry out their duties as does the negotiator.

Exercising nerve during negotiations involves handling both perceived and real conflict, being able to read the sensitivities around the situation and calculate the risks before responding. Nothing happens by accident in negotiation, so having a clear head that allows you to operate as a conscious negotiator is essential to staying in control. Nerve also allows you to introduce challenging opening positions where appropriate in the knowledge that you are taking a risk that could compromise the potential of a deal. It allows you to more easily demonstrate conviction when taking up a position with confidence.

NOTE

conscious negotiator

A conscious negotiator is aware of their surroundings and the effect that they have on the relationship and the deal. Every action is intentional and considered. There is a high state of awareness and intent. They recognise that negotiation is uncomfortable and the job in hand requires them to accommodate this rather than allowing themselves to relax and become vulnerable.

Opening with an extreme position and remaining silent where appropriate might ...