Using Emotional Intelligence In Negotiating With The Irs

By Author: Michael Gregory Consulting, LLC
Total Articles: 15
Comment this article

Emotional intelligence is the ability to be aware of, control, and appropriately express a person’s emotions. Please check out this post and know how emotions, particularly anger, can influence negotiations. You will learn how understanding and managing these emotions can be advantageous and detrimental when negotiating with the IRS or others.

Emotions can often be a double-edged sword during mediation, conflict resolutions, and negotiations with the IRS. It’s suggested that they be managed effectively for a favorable outcome. Emotional intelligence involves being aware of, controlling, and expressing your emotions appropriately, which has a significant role in the process. Please read this post and know how emotions and displays of anger can work for and against you during negotiations with the IRS and other forms of conflict resolution:

When preparing for a negotiation, mediation, or conflict resolution session, it’s essential to devote significant effort to understanding the facts and issues, prioritizing them, and clarifying your interests. Similarly, you may try to gauge the other party's perceptions ...
... of these elements. However, give little attention to the emotions that may come in handy during the interaction.

The Impact of Displaying Anger

Anger is a powerful emotion, and when it’s displayed, it can significantly affect the negotiation process. According to research, displaying anger can sometimes be advantageous while negotiating with the IRS. Showing anger can make you appear more powerful and intimidating, which can potentially prompt the other party to make concessions they might not otherwise consider. This intimidation factor can result in a better settlement.

However, this strategy comes with a warning. When you are angry, you might say or do something unintended. During anger, controlling emotions can be more challenging. Unchecked anger can badly impact the negotiation process, resulting in unfavorable outcomes if it causes you to lose focus or act irrationally.

Understanding Other Emotions and Their Interpretations

Not all emotions have the same influence on the negotiation, mediation, and conflict resolution process. However, appearing happy during negotiations can be detrimental. Most researchers suggest that happiness might be a sign of satisfaction with the process that can prompt the other party to demand more. This perception of contentment can downgrade your negotiating position.

Moreover, accurately reading each other’s emotions is simply impossible for everyone. The other party might show their true feelings or display certain emotions strategically to influence the entire process. Understanding that anger can be used as a negotiation tactic, the other side might be prepared to interpret your anger—whether it’s genuine or feigned—negatively or dismissively.

Authenticity Matters

When participants perceive anger as authentic, they are likelier to make concessions during the negotiation. Conversely, if the anger seems inauthentic, the participants will be granted fewer concessions. This implies using anger as a strategic tool for negotiation can backfire if it appears contrived.

Interestingly, false displays of happiness can sometimes be beneficial, as they create a false sense of satisfaction in the other party that can lead to miscalculations on their part. Ultimately, how the other side perceives you becomes more essential. So, it’s suggested that participants focus on authenticity. Being genuine and maintaining ethical standards in a negotiation can result in better outcomes.

Conclusion –

Anger can be a potent tool in negotiations, but it needs to be wielded carefully. Maintaining emotional intelligence—being aware of and controlling your emotions—is necessary in any negotiation, mediation, or conflict resolution scenario. Consider the end game, be assertive yet open-minded, and maintain authenticity. These considerations can help you navigate the complexities of emotional dynamics effectively and achieve favorable resolutions to disputes.

Author Information – 

This article is written by Michael Gregory, a qualified mediator with the Minnesota Supreme Court, who helps clients identify, address, and resolve issues with the IRS effectively.