Managing Difficult Conversations: Achieving Objectives with Backmapping...
The problem: Your negotiation strategies seem to be over before they’ve begun. Your targeted counterpart is refusing to sit down with you or simply ignoring your requests. How can you get her to see...
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Dealing with Difficult People and Negotiation: When Should You Give Up the...
Negotiators often fail to recognize when it’s time to walk away from a negotiation dispute – a trap that can squander time, money, and reputations. Receive tens of millions of dollars in a mediated...
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Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
How do negotiators reach consensus in negotiated agreements while engaged in intense, often contentious, bargaining sessions with their counterparts? Here are some ways negotiators have reached...
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Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
If a competitive bargaining session shifts in a counterpart’s direction, your anger could send the wrong signals to your negotiation counterpart. In this instance, strong emotions portray desperation...
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Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. But imagine that after spending months looking for a new job,...
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How To Counteract Deceptive Tactics in Negotiation
In the fall of 2017, Amazon created a stir when it announced it was taking bids from North American cities and regions interested in hosting its second headquarters, known as HQ2. Driven by the promise...
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How to Handle Difficult Customers
Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing with difficult customers is...
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Negotiation Tips: Listening Skills for Dealing with Difficult People
We love giving out negotiation tips. A negotiation daily reader once asked us, “All the negotiation advice I read says that I should listen and ask questions in negotiations. That makes sense, and I...
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When Dealing with Difficult People, Try a Complementary Approach
To hear President Donald Trump tell it, the United States under President Barack Obama had bungled one negotiation after another on the global stage due to an inability to stand firm and take tough...
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Negotiating with the Enemy
Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a known enemy. On May 31, 2014 the...
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