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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

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Solution overview

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Your benefits

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  • 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


Get your programme details