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display one's frustration and emotions when negotiating with an intransigent person
who causes the process to delay unnecessarily. This kind of behaviour usually
"enhances communication and personal growth." (Amodeo and Wentworth 1995) This
should be done while maintaining one's emotions to register dissatisfaction i.e. emotion
should be expressed in a healthy way in order not to provoke retaliation, escalation or
the withdrawal of the other party. This happens if emotion is expressed in an indirect
way or aggressively.
Otherwise both negotiations will cause an uncontrollable
situation.
The aim here may not be real anger, but to show that bullying tactics do not
always work with everybody. However, a hostile attitude may be because some people
are hostile by nature, and if that is the case, your attempt to force the process to move
forward by threatening to break off the negotiations may be taken without fear by the
opposition, thus causing you harm. On the other hand, if you threaten to discontinue
with the negotiations the difficult opponent may be brought to his senses and be
prepared to negotiate further.
Fuller (1992:189) says bad behaviour stops when challenged, especially if it
was used as a negotiation ploy. If the challenge only makes things worse, it is
recommended that the negotiations be temporarily halted and when people have calmed
down it must be made known that negotiations cannot continue if they are not
conducted in a dignified manner. If that still does not help, call the process off and
inform your opponent's superiors about the stalemate. Silence is also recommended
when someone loses control ofhis emotions and makes mistakes, which may be to your
advantage.
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