How can you identify difficult negotiators?

1 Sign 1: They are unresponsive or evasive

One of the most obvious signs of a difficult negotiator is that they are unresponsive or evasive to your questions, proposals, or requests. They may ignore your emails, calls, or messages, or give vague or incomplete answers. They may also change the subject, avoid committing to anything, or make excuses. This can be a sign that they are not interested, not ready, or not authorized to make a decision, or that they are trying to stall, manipulate, or gain an advantage over you.

2 Sign 2: They are aggressive or hostile

Another sign of a difficult negotiator is that they are aggressive or hostile to you or your offer. They may use threats, insults, ultimatums, or pressure tactics to intimidate you or make you feel guilty or insecure. They may also criticize your product, service, or company, or make unrealistic or unreasonable demands. They may also refuse to compromise, concede, or collaborate, or try to dominate the conversation. This can be a sign that they are insecure, defensive, or competitive, or that they have a hidden agenda or a personal issue with you.

3 Sign 3: They are inconsistent or dishonest

A third sign of a difficult negotiator is that they are inconsistent or dishonest with you or themselves. They may change their mind, their position, or their story frequently, or contradict themselves or their previous statements. They may also lie, exaggerate, or omit important information, or make false promises or claims. They may also use deception, distraction, or diversion techniques to confuse you or mislead you. This can be a sign that they are confused, conflicted, or dishonest, or that they have a lack of trust or respect for you.

4 Strategy 1: Build rapport and trust

One of the most effective strategies to deal with difficult negotiators is to build rapport and trust with them. This means showing genuine interest, empathy, and respect for them and their situation, and listening actively and attentively to their needs, concerns, and interests. It also means being honest, transparent, and consistent with your communication and behavior, and demonstrating your credibility, value, and professionalism. By building rapport and trust, you can reduce their resistance, increase their cooperation, and create a positive and productive relationship.

5 Strategy 2: Ask open-ended questions and clarify expectations

Another effective strategy to deal with difficult negotiators is to ask open-ended questions and clarify expectations. This means asking questions that elicit more information, feedback, or opinions from them, and avoid questions that can be answered with yes or no. It also means clarifying what they want, what they can offer, and what they are willing to accept, and verifying their understanding and agreement on the key issues, terms, and conditions. By asking open-ended questions and clarifying expectations, you can uncover their motivations, priorities, and challenges, and avoid misunderstandings, assumptions, or conflicts.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?