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Using the Emotion Negotiation Tactic

Few situations are as frustrating as a professional real estate negotiation that is going around in circles with no end in sight. All reasonable attempts to move through the contract points are met with evasions or outright ignored. Your opponent may be stalling or using the back burner negotiation tactic for reasons that you cannot see. To stop the pointless waste of time, you might use anger to make the other party change their tactic. Anger as an emotion negotiation tactic has the power to get the attention of the other side of the table.

The emotion negotiation tactic can effectively counter other negotiation techniques, too, such as good cop / bad cop or artificial deadlines. Anger or other strong emotions can signal to the opposing side that you are tired of playing games, and that you expect to see some true progress right away. It will imply that you are very near to walking out completely if your client’s concerns are not addressed in short order.

The best counter when the emotion negotiation tactic is being used against you is to stop negotiations until no further displays of emotion are made. You might even call for a recess or simply walk out. Let the other agent know that you will not be continuing any negotiation until some emotional order has been restored.

If recessing or walking out is not practical, trying remaining silent. Silence is an effective negotiation technique, followed after several moments of pause with a statement such as, “If emotions are going to be out of control, then we will need to reschedule for a later date. My clients and I simply will not be treated disrespectfully.”

The emotion negotiation tactic can sometimes leave the other party too stunned to continue amicably. Use it sparingly, and only when necessary to abruptly change the direction of a real estate negotiation.