How to Talk to a Negotiator

When someone becomes hostile, if you respond by viewing the argument as a war, you can either attack or retreat. Having a conversation about the conversation shifts attention away from the substance of the disagreement and toward the process for having a dialogue. The more anger and hostility the other person expresses, the more curiosity and interest you show. When someone is losing control, your tranquility is a sign of strength. It takes the wind out of their emotional sales. This is a fifth move that expert negotiators made more often than average negotiators. They generated a larger volume of work which gave them more shots at greatness.