....they flatly refuse to carry on negotiating?
Aim to take a break - either physically or by seeking to change the current, thorny subject. Suggest a joint effort to aim for a solution - thus removing individual “blame”. If you can, find ways to change the conditions which can then lead to a change in outlook. Consider whether any outside distractions which might have caused the change. Next, consider the areas where you might still be able to trade. Finally, look to provide them with an escape route from the trouble they’ve just caused!
....they suddenly make what you feel are “false” demands?
Start by listening to their words and watching their body language for discrepancies. Do take the “demand” seriously - don’t simply dismiss it - and, by association, them. You might use a counter demand which will put them on the back foot. If necessary - take a break. Then, if the “false” demand is repeated - well perhaps it’s real in their eyes. So, make them consider your “demand” with equal seriousness …the other party becomes emotional or aggressive?
Aim to match their level of intensity to show you take their fears, annoyances, aggravations etc. seriously. But, don’t become emotionally involved (their anger may just be a ruse!). Of course, never challenge their behaviour (you are showing them either your anger or that you don’t believe their behaviour to be genuine). So, refuse to be drawn into the battle they are trying to stage. As ever, take a calming-down break if appropriate. Then, use assertive behaviours to move the process forward
Negotiation Tactics - What To Do If - Part Three - To learn more about this author, visit Gordon Veniard's Website.
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Gordon Veniard
(Visit Gordon's Website)
GORDON VENIARD thanks you for your
interest in these articles
He has been delivering training events -
and creating and providing valuable
development materials - for more than 20
years
Gordon covers a wide range of business
communication, promotion, sales,
negotiation, customer service, leadership
and management subjects. He has worked
with major companies and organisations;
spoken at many conferences and seminars -
always adding good humor to valuable
advice
To find out more, Gordon would be pleased
if you would take a moment to visit his
new website: www.thevenwor
ks.com. You can register for his free
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If you have any queries or questions you
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n@thevenworks.com
Thanks again - please enjoy - and feel
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