How to handle difficult negotiators with ease
Introduction
Negotiation is a crucial aspect of any business deal. It is the process of reaching an agreement between two or more parties where they make concessions and compromises to achieve a goal. However, not all negotiators are easy to deal with, some can be difficult and challenging.
Handling difficult negotiators can be stressful, but with the right techniques, it can be manageable. In this article, we will discuss how to handle difficult negotiators with ease.
Understanding Difficult Negotiators
Before we dive into the techniques, it is essential first to understand the different types of difficult negotiators you may encounter.
1. The Bully: This negotiator uses intimidation tactics such as yelling, threats, or insults to get what they want.
2. The Silent Type: This type of negotiator can make you uncomfortable by remaining silent during the negotiation process.
3. The "I Know Better" Type: This negotiator believes they know everything, and nothing you say or do will convince them otherwise.
4. The Emotional Negotiator: This type of negotiator makes emotional appeals to sway your decision-making process.
Now that you know some of the types of difficult negotiators let's dive into the techniques in handling them.
Techniques to Handle Difficult Negotiators
1. Be Prepared: It is essential to research and gather as much information as possible before negotiating with a difficult negotiator. Knowing their negotiating style, their preferences, and what they are looking for can help you anticipate their demands and objections.
2. Keep Your Emotions in Check: When dealing with a difficult negotiator, it is easy to get emotional, but it is crucial to keep your emotions in check. You can achieve this by staying calm, listening carefully, and avoiding getting defensive.
3. Identify Their Interests: Understanding their interests and motivations can help you find common ground and a mutually beneficial solution.
4. Use Active Listening Skills: Practice active listening by paraphrasing what they are saying and asking open-ended questions. This technique can help you understand their perspective better and demonstrate that you are actively engaged in the negotiation process.
5. Offer Options: Providing alternative solutions or options can help in finding a compromise. By offering different options, you are more likely to find a solution that satisfies both parties.
6. Use Silence as a Tactic: When dealing with a 'silent type' negotiator, use silence as a tactic. Avoid filling the silence with irrelevant chatter or giving in to their demands. The silence may encourage them to break their silence and reveal their true intentions.
7. Create a Sense of Urgency: The bully negotiator may try to pressure you into making a deal quickly. In such cases, creating a sense of urgency by setting deadlines or using the "take it or leave it" tactic may help you avoid making unnecessary concessions.
8. Stay Calm and Focused: It is essential to stay calm and focused when dealing with emotional negotiators. Avoid getting embroiled in their emotional outbursts; instead, remain empathetic, and try to find common ground.
Conclusion
In conclusion, handling difficult negotiators is essential in any business negotiation. By understanding the different types of difficult negotiators and using the techniques outlined in this article, you can achieve a successful negotiation that satisfies both parties.
Remember to be prepared, keep your emotions in check, listen actively, offer options, and stay focused. With these tips, you'll be able to handle difficult negotiators with ease and achieve success in all your business negotiations.