Motivational Power Quote
Neutralize Aggressive Negotiations
“Am I not
destroying my enemies
when I make friends of them.”
Abraham Lincoln1809 - 1865, 16th U. S.
President
As I see it. . . . . . . .
Neutralize aggressive negotiations
You negotiate everyday of your life in your
personal relationships, in business and in almost every aspect of our life.
Hostile . . . . intimidating . . . . or
aggressive negotiations is a negotiating strategy. It can be called negotiating
by bullying.
The person that’s doing the bullying is
aggressive in the relationship . . . . and is trying to intimidate the other
person into becoming submissive. If they can achieve that position in the negotiations
they will . . . . control the other person and the negotiating process and the
likely outcome.
You see that type of behavior in
negotiations all the time. You also see that strategies being used by attorneys
in questioning witnesses and in attempting to intimidate the witnesses.
The hostile negotiator relays on
aggressiveness and intimidation to control the negotiating process.
They attack the person . . . . and not
address the issues.
You defuse the aggressive negotiator by
remaining calm and not falling into their traps . . . . and not being baited
into confrontation. Don’t allow the hostile negotiator to intimidate or
pressure you.
When the hostile negotiator is making statements
and asking question or asking you for an answer, ask them to restate or repeat the
question. Ask them for additional information or ask them explain what they asking
you. Tell them that you don’t understanding what they are asking you.
This will throw the aggressive
negotiator of their game and many times they will lose their tempers and lose
control of their emotions.
They will also make statements or ask
question with mixed messages . . . . and by doing this they are trying to
compromise you or you answer. Be very careful in responding to this type of
statement or questions as asked. Simple state that what you’re being asked are
several questions . . . . that are unrelated with several answers. Ask them to restate
or ask the question one at a time so you can answer or to respond to them one
at a time to give them the information that they are requesting.
A hostile negotiator in normally . . . .
a type A personally type and will push for fast answers to remain in control or
to have you error in your response. By
asking questions they want to throw you off and confuse you. The type A
personally game plan is intimidation.
Before you answer the question of an
aggressive negotiator pulse and silently look the person in the eye and count
to 5 slowly. By pulsing you will throw
the aggressive negotiator off their game plan and they will become frustrated
and lose their composure. Also by pulsing you have a little extra time to
formulate your response.
You will witness the following;
aggressive negotiator will start to answer their own questions. You will see
them to start to speak faster without thinking; they will just be reacting to
their frustration. They will increase their aggressiveness and as a result lose
complete control of the negotiating process.
They will become confused in their strategies
and some will just blow up and look really bad.
To neutralize aggressive negotiations .
. . . remain calm and in control of your emotions. It’s remaining focused on
achieving a satisfactory conclusion to the negotiations and not taking things
personally. Keep your composure and don’t allow the negotiations to become
personal. Keep the negotiations focused on the issues and work towards a successful
win – win agreement.
©2013 Lou Ludwig, Sales and Management
Consultant, Success Coach, Speaker, Trainer
and Author
