Approach the situation with a calm and composed demeanor, focusing on maintaining professionalism despite any tension. Actively listen to the concerns of the other party, showing empathy and understanding to their position. Use clear, concise communication to articulate your points, backing them up with data and logical reasoning. Find common ground by identifying shared interests or goals, emphasizing collaboration over confrontation. If resistance persists, remain patient and suggest exploring alternative solutions that address both parties' needs, keeping the negotiation constructive and focused on a mutually beneficial outcome.

Substance always prevails over form. So, know your brief well, i.e., any edits that were made to the contract, when, how and on what basis. Be calm but firm while defending your position on this basis. Sometimes, a short break might be helpful in these situations too.

When you're in a tense contract renegotiation, handling resistance professionally means staying calm and respectful, even if the conversation feels challenging. First, try to understand the other person's point of view. Ask questions and really listen to what they’re saying. Often, resistance comes from concerns or worries, so showing that you hear and understand them can ease tension. It's also helpful to be open about your own needs without being forceful. Explain clearly what you’re hoping to achieve and why it matters to you. Instead of making demands, offer options that might work for both of you. This shows you’re flexible and focused on finding a solution, not just pushing your own agenda.

Ask open ended questions to know the underlying intentions and then reiterate the value or outcomes that you bring to the table, focusing on aspects they may have overlooked. By reframing the conversation around the benefits, you can make your case without sounding defensive.