SERVICES > NEGOTIATION+DEALMAKING > Dealing with difficult people and situations
CLOSING DEALS PROFITABLY - Have you ever encountered unreasonable people in a negotiation? Some negotiators seem to prefer confrontation over collaboration, tough talk over active listening, and emotional stress over harmony. When working with a negotiator who won’t give us what we want, we tend to classify her as difficult or irrational.
Research shows that very few people are truly irrational, but it often happens that one party does not understand the other party's motivations, goals, or needs. Sometimes their tactics or behavior overtake the objectives and break down the negotiation.
This program is designed to help you build the skills and provide the tools to help you deal with difficult people more effectively.
YOUR POTENTIAL ISSUES
YOUR POTENTIAL ISSUES
Dealing with emotions - your own and others - to obtain the objectives you need and want
Handing difficult negotiators who behave aggressively, are overly demanding, and only interested in a win-lose outcome
Losing control of negotiations when negative emotions start affecting your thinking and behaviour
Overcoming deadlock caused by aggressive behaviour, negative emotions, or unrealistic demands
Explore how emotions affect both parties' decisions from within the negotiation or other sources
Understand negotiation style and its impact on information flow and results
Learn to reduce the negative effects of subtle cognitive biases on your thinking, including over-confidence, and egocentrism
Identify potential motivations behind your counterpart’s inflexible or demanding behaviour
Learn to use positive emotions to build rapport and goodwill, creating a relationship based on understanding and respect
Deal successfully with difficult negotiators and get more of what you want
Learn to use tools like joint brainstorming to identify potential solutions that meet both parties’ interests, without making a commitment
Maintain control in emotional or stressful negotiation situations and close deals that satisfy both parties
Overcome deadlock situations and reach agreements rather than walking away
Understand how to use positive emotions to help reach wise agreements that both parties will actually implement