Negotiations Tip: Dealing with Emotions (theirs)

Occasionally, during business negotiations, the other party will have an emotional outburst. It could be an intentional ploy, but usually it’s a sign that they’re feeling anxious about the deal’s outcome.

I find that the best way to handle these people is with poise and dignity.

A few years ago, I was negotiating a multimillion dollar deal and the other lawyer threw a fit, and actually yelled at me because he wasn’t getting all the concessions he wanted. I felt upset, but I took a deep breath, and firmly said “You may not speak with me in that tone. We need to stop and reconvene when you’ve calmed down.”

After 30 minutes, we came back together, and he was able to calmly finalize the deal.

I don’t take any crap from anyone. How would you respond in that situation?