SERVICES > NEGOTIATION + DEALMAKING > Dealing with difficult people and situations
Have you ever encountered unreasonable people in negotiations? You have probably met negotiators who seem to prefer confrontation over collaboration, tough talk over active listening, and creating emotional stress. When dealing with a negotiator who won’t give us what we want, we tend to classify her as difficult or irrational.
Research point out that only few people are truly irrational. Rather, there are times when each of us has motivations that others have trouble identifying. Or the other party might use provocative behavior as negotiation tactic in order to strengthen their negotiation position.
Dealing with difficult people can be challenging, and doing it effectively asks for special skills.
YOUR POTENTIAL ISSUES
YOUR POTENTIAL ISSUES
Emotions in negotiations are powerful, always present, and sometimes difficult to handle
Facing counterparts in negotiations who behave bullish, demanding, and are only interested in a win-lose outcome
Losing control of negotiations when negative emotions start affecting your thinking and behaviour
Facing unexpected deadlock situations during negotiations caused by bullish behaviour, negative emotions, or unrealistic demands
Explore how emotions affect our decisions and decisions of the other party—for example, carrying over from one event to affect an unrelated negotiation
Understand yours and the other party’s negotiation style and the impact on the flow and results of negotiations
We show you how to reduce the ill effects of subtle cognitive biases on your thinking, including overconfidence, and egocentrism
Explore possible motivations behind your counterpart’s inflexible and demanding behaviour
Utilise positive emotions toward the other person to build rapport, a relationship marked by goodwill, understanding, and a feeling of being well understood and respected
Deal successfully with counterparts who won’t give us what we want
Learn how to engage the other party in joint brainstorm possible solutions that meet both parties’ interests, without committing anything
Get control over emotional, stressful situations in negotiations and close deals where both parties are satisfied
Instead of walking away from the table, break deadlock situations in negotiations and close deals
Understand how to use positive emotions to help reach wise agreements