Aviation Leadership Considering Emotional Intelligence (EI) When Negotiating

SofemaOnline (SOL) www.sofemaonline.com considers best practices related to the use of our Emotional Intelligence to develop a negotiating advantage.

Introduction

The emotionally intelligent negotiator needs to be proficient in the following areas:

» The ability to identify one's own emotions and those of others
» The ability to use our emotions particularly related to analysis
» Able to apply Emotional Intelligence to the Art of the Negotiation

The effort invested in the understand and preparation of your emotional energy will without doubt reward the negotiator

Awareness of the other person is a key ingredient of emotional intelligence, and for sure has a role in our negotiating strategy. (Ask diplomat questions if you sense any disconnects)

» Consider Body Language / Phraseology / Tone of Voice is there a miss-match between Verbal & Non-Verbal Cues?

Any of the following emotions can have a direct bearing on the negotiation, affect the outcome and impact the behaviour of the negotiators:

Anger

» Bringing anger to a negotiation can be like throwing an incendiary into the middle of the process.

o   Experienced Negotiators will typically focus on longer-term outcomes which are in essence based on a more collaborative approach, less experienced negotiators may try their luck with an Anger Based Strategy!

o   Whilst anger is undoubtedly a negative emotion that is typically directed towards another person there may be a role for “simulated anger” as a strategy within our negotiation “toolbox”

o   So is a display of Anger the way to go?

» Based on a particular viewpoint that negotiation is competitive and not collaborative some people hold the belief that anger in some circumstances can be a productive emotion.
» Try to be empathetic to create a balance in the negotiation – this could be either humour or even a little anger to address overconfidence on the other side.

As a general summary, there are more negative aspects to the use of Anger and the potential outcome will often be a lose/lose scenario

Disappointment

» Addressing Disappointment

o   Ensure you have realistic aspirations as well as achievable expectations.

o   Be prepared to adjust your expectations as the negotiation proceeds and remember the goal is for both sides to feel positive at the end of the process.

Excitement

» Be measured and do not let your excitement lead to overconfidence or unjustified over-commitment.
» Work to build a positive relationship by showing a happy disposition and never "show off" or try to undermine your opposite number, there is no benefit in generating negative feelings
» Be measured and do not let your excitement lead to overconfidence or unjustified over-commitment.

Anxiety makes people nervous to the point where they would rather be somewhere else. There is a potential danger that anxious negotiators may have a lower outcome expectation, which clearly is not good for our negotiation aspirations.

Anxiety is often a response to an unusual or unfamiliar situation so the more self-awareness the better, (possibly through training and practice the more comfortable you can become)

Next Steps

Sofema Aviation Services (www.sassofia.com) and Sofema Online (www.sofemaonline.com)

Offer multiple soft skills training including the following course. Aviation Leadership and Management Skills Development – Developing Negotiation Skills – 1 Day
please see the following link - https://sassofia.com/course/aviation-leadership-and-management-skills-development-developing-negotiation-skills-1-day/ for additional support or questions please email team@sassofia.com