Difficult negotiator - how to deal with him?

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When preparing to negotiate, realize that you will be dealing primarily with people and not with a contract whose terms you intend to establish. Your partners have their own emotions, feelings and experiences, so don't treat them like robots and show a little empathy when the situation requires it. Difficult negotiator? Do you know how to recognize it and how to deal with it?

Difficult negotiator - chaotic person

A chaotic person is a difficult negotiator because they keep jumping from one topic to the next. He juggles the issues at hand and doesn't pay attention to what you have to say. She disregards you and seems absent. Violates the meeting agenda. He does not pay attention to details, he does not remember what has been agreed. It happens that she suddenly changes her mind and does not agree to the terms under which she signed herself.

If you are having a conversation with this type of difficult negotiator, be sure to be patient. Don't be nervous or impatient. Don't get frustrated when the disorganized ground floor addresses the same issue again. Try to stick to the agreed order of the meeting.


Use the win-agenda negotiation technique to deal with a chaotic negotiator.

Difficult negotiator - impatient person

Patience is an important character trait that a successful negotiator should possess. However, it may happen that your opponent will be a dynamic character who is unable to wait calmly for your concessions. Your impatient partner will surely keep urging you on, watching you anxiously as you reflect on the issue. This type of tough negotiator rarely goes into the details. Its aim is to quickly reach an agreement and establish general terms and conditions of the contract.

Don't let your partner's impatience get over you. Stay calm. Do not rush. You are negotiating, so you have the right to have time to conduct additional analyzes. However, do not stretch your statements. Don't beat around the bush - speak clearly and to the point. Be specific. If an issue is not discussed in depth, ask your partner to stop pushing the pace and return to the issue. Note that the purpose of the meeting is to obtain a mutually beneficial agreement.

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Difficult negotiator - emotional person

In many books on negotiation, you can hear the opinion that negotiators should not express their emotions. This is not true - showing feelings is a natural reaction in everyone. Keeping a straight face during the entire negotiation process can be disadvantageous, because if we express our emotion, it will be very clear.

However, you shouldn't overdo your emotions. People who react under the influence of strong, uncontrolled feelings, tearful ones, expressing anger, aggression, reluctance, fatigue or excessive joy are difficult negotiators. Imagine you want to make a rational argument to a partner who laughs and then threatens you with his fist. Do you think you can convince him?

Be calm and prepared for unexpected changes in your opponent's mood. Try to speak slowly and to the point. Don't pay attention to the emotions your partner expresses. Don't attack him. And much less do not imitate his behavior, for he may think that you are mocking him. Slowly and systematically bring up the next issues of negotiation. Require written approval at any agreed meeting point.

Difficult negotiator - offensive / aggressive person

Aggressive people are one of the more difficult negotiators. They are unable to cope with negative feelings and frustration, so they release emotional tension on other participants in the negotiations. By screaming and threats, offensive partners try to put pressure on the other side and persuade them to adopt a given point of view. How to deal with something like this?

First of all, don't be provoked. Don't be aggressive. Do not shout. Don't get up. Try to speak in a calm voice. Don't shout over your partner. If he raises his voice, keep your voice low. If the difficult negotiator is anxious to hear you, he will stop drowning you out. Don't give in to pressure, and don't make concessions just because someone yells at you. Maintain an assertive attitude. Note gently that your partner's behavior is out of place. Be ready to leave the table if the difficult negotiator continues to express anger and aggression.

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