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Negotiation Tactics - What To Do If - Part Three



Negotiation Tactics - What To Do If - Part Three
   

....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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About the Author


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 business tips newsletter; and download some valuable freebies (including a copyable, free-to-use "to-do" list) If you have any queries or questions you would like Gordon to answer, please email: gordo n@thevenworks.com Thanks again - please enjoy - and feel free to share - any of these articles which are of use to you and your colleagues
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