1. Be Less Emotional:-
Once Gates told he is successful in negotiations when the other party is emotional because he is “kind of less emotional.” The fact that Gates said he is less emotional rather than unemotional reveals an important distinction. “He obviously knows that feelings are important when dealing with other people, especially in a negotiation
2. Listen, then give your perspective:-
Gates is known for his negotiation skills , which years ago he showed off during a tense encounter with Apple Founder Steve Jobs. Just before launching Windows, Jobs and Gates were butting heads. Jobs claimed Windows was a copy of Apple’s operating system. The wrinkle though was that Apple had “liberally borrowed” programming from Xerox.
The two founders needed to come to an understanding about the provenance of their competing operating systems. Gates went to Apple’s headquarters and Jobs lambasted him in front of Apple executives. In one of his infamous emotional outbursts, Jobs yelled, “You’re ripping us off. I trusted you, and now you’re stealing from us!”
That’s when Gates grabbed the upper hand. Instead of screaming back at Jobs, Gates gave his perspective in a tranquil manner: “I think it’s more like we both had this rich neighbor named Xerox, and I broke into his house to steal the TV set and found out you had already stolen it,” he said.
Gates tapped into a key tenet of emotional intelligence: He stayed poised in a high pressure situation. His calm demeanour helped to placate Jobs, and the two men hashed things out.