Another way to deal with offensive moves in a negotiation is to turn them. In this video, Deborah Kolb arms you with six turns you must have in your repertoire to respond and restore your position.
- People use offensive moves,…moves designed to put you on the defensive,…when they don't want to give you what you're asking for.…And, we tend to respond to those moves with countermoves.…The person says something like,…"You're not ready for a promotion."…And our immediate response is likely to be,…"Yes I am."…This move countermove dynamic often leads to a stalemate,…but there is another way to deal with offensive moves,…and that is to turn them.…
Turning an offensive move shifts the dynamic,…and refocuses the negotiation on the issue at hand.…There are six turns you should have in your repertoire.…First, interrupt the action.…Second, correct a mistaken perception.…Third, question to uncover more information.…Fourth, name the tactic.…Fifth, divert back to the proposal.…
And finally, use role reversal.…The first turn that is always possible…is an interruption.…That doesn't mean that you interrupt the person talking.…Rather, you interrupt the action.…How?…You can just be silent.…You can get up and move around.…You can take a short break.…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.