How can I respond to intimidation tactics during a negotiation?
Negotiation
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Negotiation is a process of communicating to reach a mutually beneficial outcome for the parties involved. However, sometimes, one or more parties may resort to intimidation tactics to gain an advantage or sabotage the agreement. Intimidation tactics are behaviors that threaten or undermine the other party's interests and can have negative effects on the negotiation outcome.
It is important to be aware of and prepared for intimidation tactics. Here are some strategies for dealing with such behavior during a negotiation:
Stay calm
Manage your emotions and avoid reacting impulsively to the intimidation. Avoid escalating the conflict or giving in to the pressure. Here are a few tips to help you maintain calm and confident:
“The overarching strategy for all these negotiations is to stay calm and regain perspective. Negotiation scholar William Ury calls it ‘going to the balcony.’ Imagine you're physically watching the interaction from above. Figure out what you need to learn or change to get things back on track. Be confident in your right to be treated respectfully at the bargaining table. Remember, you can't change what your opponent is doing, but you can control how you react.”
—Carolyn Goerner is a professor at Kelley School of Business and the founder of Practical Paradigms.
Challenge and counter the intimidation tactics
Confront and respond to the intimidation tactics to protect your own interests and options. This can help neutralize the power of the intimidation, and increase the chances of reaching a constructive and mutually acceptable outcome.?
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Make sure to ask questions or request for clarification or evidence. You should also offer alternatives or solutions that address the interests of both parties, and invite the other party to do the same.?
If nothing works, consider asking for external assistance or advice, such as a mediator, lawyer or expert to facilitate the negotiation.
“Ask open-ended or diagnostic questions. These are questions that begin with who, what, when, where, how, and why, and they're key to unlocking your partner's interests…When you ask a closed-ended question, like, ‘Is it possible to work remotely on Fridays?’ You'll likely get a yes or no answer, but if you were to turn that into a diagnostic question — ‘What are your thoughts about working remotely on Friday?’ —you encourage dialogue and exploration. Diagnostic questions are most helpful when your requests are met with resistance and pushback.”
—Lisa Gates is a career and leadership coach. She has over 15 years of leadership experience.
Review and reflect on the negotiation?
The final step is to evaluate and learn from the negotiation to improve your skills and strategies for the future. Identify your strengths and weaknesses, opportunities and the lessons learned. Note the things you can do differently in future negotiations to enhance your performance and protect your interests.
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This article was edited by LinkedIn News Editor Anamaria Silic and was curated leveraging the help of AI technology.
Sr. Regional Sales Manager @ Acme-Hardesty | Driving Sustainable Growth | Life Sciences | Eastern Region | Solutions Provider in Pharmaceutical, Animal Health, Nutrition, Food & Beverage, Nutraceutical| Flavors
2 年I firmly believe the tone is set straight away and personally look at all sides of what can or cannot happen. People may not realize the true psychology behind setting the table. If someone gets into bully mode or intimidation to me it’s insecurity at multiple levels. The inside question is why and for what purpose does this person feel the need to turn the discussion into an argumentative nature? I’ve never had this happen before not because I’m perfect I’m frankly not sure why. I’ve known people to be allegedly difficult or mean but if it ever got to this level there something clearly wrong. Stay calm and honesty indifferent because if you truly did nothing then I will sleep fine. Not all people are nice that’s life not just business so my natural instinct is to say hey not sure what the deal is but it’s clear there has been a misunderstanding let’s talk it out. If you don’t want what I have I’m cool with that…. This for me is hard to answer as I wouldn’t let it get to this point as no reason for such a reaction in a normal conversation. My reputation is mine whether personal or business the key is find a solution that makes sense. I always say I’m not a lawyer and stick to the facts.
Amazon #1 Bestseller Value-Added Selling & Selling Through Tough Times | Professional Speaker | Host of The Q and A Sales Podcast downloaded in 90+ countries | Sales trainer helping you sell more profitably
2 年From a sales perspective...Never negotiate a deal when you are in a must-win situation. Buyers sense seller desperation, the same way sharks sense blood in the water. Your best bet to navigate a contentious negotiation, is to have an over-flowing pipeline of opportunity. When you don't "have to win" the business, you're negotiating with a clear advantage.
Former Hostage and Crisis Negotiator and graduate of the FBI Negotiation Program at Quantico; now trainer, lecturer and speaker in conflict resolution and mastering negotiation skills.
2 年1. Never become a hostage to emotions 2. Have the confidence and conviction to take a break/pause the negotiations. Planning and preparation are key. What’s your BATNA?
Building relationships and partnerships | Podcast Enthusiast
2 年Adding to the article: You'll almost always hear a reason for the person's approach, but there's always an additional "why behind the why". Having been a former corrections officer and now in the marketing/sales space, it holds true in both scenarios. Approach determines response. Keep yourself in check, speak plainly, and ask more questions than most would.