From the course: Complex Negotiation Tips
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Handling tough negotiators
- 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…
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