Difficult Negotiators

Question 1

“Whenever two people meet, there are six people present. There is each man as he sees himself, each man as the other person sees him, and each man as he really is.”

William James, famous psychologist

Answer 1

Difficult Negotiators

•Read “The Old Man and the Farm” negotiation form The Power of Nice, page 166

Question 2

Dealing With The Difficult Negotiator

1.Don’t take it personally—Don’t Get Personal.
Difficult negotiators use emotional approaches to put you in an emotional– less rational, less measured, more volatile and vulnerable—state.
They want you to lose ? on your game plan.
1. Be …..

Answer 2

Be Prepared.

•The more difficult the negotiator the more prepared you need to be.

Question 3

Dealing With The Difficult Negotiator

1.Take a Time-out.

• People are ??.
• Be conscious of your human tendencies.
• Don’t respond to emotion with…
• The best way to assure you won’t have an emotional response to an emotional prod, is to have .

Answer 3

reaction machines
emotion
no response

Question 4

Dealing With The Difficult Negotiator

1.Slow Down.

• Take your time.
• Stop the negotiation, take a ?.
• Do anything to interrupt the emotional momentum.

Answer 4

break

Question 5

Dealing With The Difficult Negotiator
1.Slow Down.

• Break the chain and emotion recedes.
• ………….., that will make it less ?.
• Ask yourself what the other side was trying to get you to do.
• As soon as you start to analyze it, you begin to ? your emotions.

Answer 5

write it down…………….emotional

defuse

Question 6

Dealing With The Difficult Negotiator
1.Learn To Tack.
•As demonstrated in “The Old Man and The Farm.”
•When sailors meet strong head winds, they tack, turning the ship at an ? to the wind, moving forward in ? and ?, rather than confronting the force and being rebuffed. Patience!
•They inevitably get where they want to go.

Answer 6

angle

zigs and zags

Question 7

Tacking
A.Understand their pressures.
•Why are they being difficult?
•Start tacking by ......
•Don’t counter attack, probe for surrounding issues.

Answer 7

asking questions that may reveal the real reason for their behavior.

Question 8

Tacking
A.Acknowledge their concerns.
•Once you know some of their concerns write them down.
•See if you can put them to rest. If not find answers.
• ? their concerns may turn the heat down

Answer 8

Acknowledging

Question 9

Tacking
A.Let them ? ?.

• This is how tacking usually concludes.
• Craft solutions the other side can justify to themselves.

Answer 9

save face

Question 10

Let them save face.

• Satisfy their need to win by ?
• Address the issues……………….. And they can walk away with a victory or the appearance of on
• You don’t need the trappings of a win as long as you get what you came for.

Answer 10

conceding a less significant point.

behind their issues