In this video, learn to use specific strategies, like naming and interest appeal, to effectively deal with negotiation partners who practice combative tactics. Having strategies in place ahead of time prompts stronger responses when negotiation partners misbehave.
- Take a guess at what percentage … of negotiators actively seek to be difficult? … 40%, 70%? … Turns out it's only 10%. … Though that seems like a low number, … it's still likely that you'll encounter … some difficult negotiators. … The key to success is how you respond. … I'm not talking about a situation that's hard to resolve. … Sometimes there isn't a way for interests and positions … to overlap, and that's not the negotiator's fault. … Tough negotiators make the process … unnecessarily contentious and difficult. … They may threaten, raise their voice, … make extreme demands, or refuse to budge from a position. … They can be personally insulting. … Some are real bullies. … So let's explore some tips to respond effectively … to tough negotiators and see these strategies in action. … The most commonly used tactic is time out. … It's pretty simple. … When your negotiation partner raises their voice … or starts making threats, take a break. … Allow enough time to calm down. … Psychologists tell us this takes about 20 minutes. …
- Coordinating negotiations with multiple parties
- Maintaining long-term relationships
- Making multiple offers
- Being friendly and aggressive in negotiations
- Gender and negotiation