Dealing with difficult people and situations
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
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SOLUTION OVERVIEW
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YOUR BENEFITS
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YOUR POTENTIAL ISSUES
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Emotions in negotiations are powerful, always present, and sometimes difficult to handle
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Facing counterparts in negotiations who behave bullish, demanding, and are only interested in a win-lose outcome
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Losing control of negotiations when negative emotions start affecting your thinking and behaviour
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Facing unexpected deadlock situations during negotiations caused by bullish behaviour, negative emotions, or unrealistic demands
SOLUTION OVERVIEW
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Explore how emotions affect our decisions and decisions of the other party—for example, carrying over from one event to affect an unrelated negotiation
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Understand yours and the other party’s negotiation style and the impact on the flow and results of negotiations
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We show you how to reduce the ill effects of subtle cognitive biases on your thinking, including overconfidence, and egocentrism
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Explore possible motivations behind your counterpart’s inflexible and demanding behaviour
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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
YOUR BENEFITS
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Deal successfully with counterparts who won’t give us what we want
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Learn how to engage the other party in joint brainstorm possible solutions that meet both parties’ interests, without committing anything
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Get control over emotional, stressful situations in negotiations and close deals where both parties are satisfied
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Instead of walking away from the table, break deadlock situations in negotiations and close deals
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Understand how to use positive emotions to help reach wise agreements