Dealing with Aggressive Negotiators
I am likely to stand a good chance of meeting negotiators who are aggressive. I had bad luck. Aggressive negotiators give me more than headache. Like I said, I used to end in bad luck. I cope and learn to be smart, whatever I like to share some my anti-aggressive negotiators successful strategies.
These will be the negotiators who believe in the win — you lose’ style of negotiating. They will be after the ‘quick kill’ and an instant return rather than building for the future. Negotiators like this can catch you unawares and will certainly take advantage of the ill-prepared negotiator. If you’re going to be an effective negotiator, then you must be able to cope with this aggression. Here are some examples of the ways in which you can do that:
|
THEIR TACTIC |
YOUR RESPONSE |
| Threats | Refuse to negotiate under pressure. Tell them you’ll only make concessions if and when they come up with a reasoned argument based on facts.
Be prepared to withdraw. |
| Insults | Keep cool, don’t lose your temper, get angry or trade insults. Restate your position, coolly and clearly. Warn them that continued insults can only result in negotiations being broken off. |
| Intimidation | This is sometimes subtle and not easy to detect. If you spot it, remember its just a ploy. Don’t allow yourself to be pressured into an early agreement or to give away concessions. |
| Divide and conquer | Another ploy, which you can
counter by good preparation or by taking a break and resolving the differences in your team. |
| Bluff and bluster | Call their bluff, refuse to be forced into an agreement on this basis. Question all their statements and demand to see evidence if you think their claims are spurious. |
Remember that, even in the face of this aggression, you still have the upper hand. After all, if you’ve done your preparation well, you’re not only better prepared than they are – you’re also better informed. Their aggression will only work if you allow it to.
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Dealing with Aggressive Negotiators
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