Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Be formal and respectful
Never meet hostility with hostility except in physical self protection
Perceived humiliation is the parent of destructive behavior
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Inject Integrative elements
Name areas of joint gain
Sit side by side rather than confronting
Acknowledge some of others concerns
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Control the pace
Repeat others statements to gain time
Restructure deadlines
Keep reasonable control of airtime during your turn
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Ask detailed and specific questions
Do not get pulled early into agreeing with others options
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Use interruptions to deal with unprofessional behaviour
Rudeness – Spill a water glass,drop a briefcase….
If things are intolerable, refuse to negotiate and announce “we will meet when we both agree to disagree agreeably” WADA
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Be absolutely truthful and straight
During a crisis, face the facts and face the music – Rosabeth Moss Canter
Don’t BS the other party
Negotiating with an Aggressive Negotiator :
Negotiating with an Aggressive Negotiator Believe in the possibility of a good solution
Be prepared for the possibility that an Aggressive Negotiator will suddenly become reasonable, pleasant and respectful !