You're facing a tough negotiation with demanding clients. How do you handle their unexpected demands?

The real art of "debate" is to be able to argue both sides of the motion. Similarly, the art of negotiation is to be able to see the solution/outcome from the vantage point of the two sides involved. Being able to calmly assess a difficult conversation with an aggressive counterpart can help you slowly chip away at their possible "unreasonable" requests to get them to a more agreeable solution.......in many cases using the phrase "I understand your position" helps to soften up your counterpart.....without having to acquiesce to give them everything they want. Try it sometime!!!

There are some critical aspects to consider : 1) Who is in the position of power - If they have an upper hand and you are desperate you may want to give in (but reluctantly). If you have the upper hand, then you play it differently. 2) Recognise if this is a dirty trick that they are playing (maybe they don't want the deal to go through).. then change your strategy. 3) It is a personality trait (client has a bit of dominating nature and win:lose approach) - then you may tackle it with tack and relationship building. 4) How do you see the professional relationship - If you see this as a long term relationship, then you may dig deeper and find an assertive win win solution.

Don't reach.. Respond. Sometimes when we are faced with unexpected demands, we tend to react... and emotions can surface. In negotiation, it is important to be calm and composed so that we can have think creatively and come up with logical solutions. Sometimes just acknowledging that you have heard wheat they are asking helps. you may jot things down to slow the process, or you may even suggest a break.. this will allow you to gather your thoughts and construct a response.

Thinking out of box. In a negotiation, planning is important, and yes, you can think of what-if scenarios in advance. Negotiation is the art of bargaining. If they are asking for something, you can ask too. For unexpected demands (something that you had not thought of, you can negotiate the ask, and put a condition. It's give and get principle that will come in action for closing the deal.

Here is a strategy you might find helpful: 1. Stay Calm: Maintain professionalism and avoid emotional reactions. 2. Understand Demands: Ask clarifying questions to grasp their needs. 3. Assess Impact: Determine how demands affect scope, timeline, and cost. 4. Communicate Clearly: Explain the impact of demands and provide detailed information. 5. Seek Compromise: Find ways to partially meet demands or offer alternative solutions. 6. Negotiate Trade-offs: Propose adjustments in exchange for concessions. 7. Reaffirm Position: Emphasize the value and reasons for your original terms. 8. Document Changes: Ensure all modifications are recorded clearly. 9. Know When to Walk Away: Be prepared to leave if demands become unreasonable.