×
  • Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
 

How to Negotiate with Jerks and Win: 6 Ways to Respond

by Client Director at Thunderbird Executive Education on Feb 03, 2014

  • 2,534 views

Classic thinkers such as Machiavelli and Sun Tzu recommend total absence of mercy in negotiation. Subscribers to this philosophy come to the table prepared to crush the enemy at all costs — even if ...

Classic thinkers such as Machiavelli and Sun Tzu recommend total absence of mercy in negotiation. Subscribers to this philosophy come to the table prepared to crush the enemy at all costs — even if it means using stealth, deception and manipulation to get what they want.

This approach works largely because unprepared or naïve counterparts find it difficult to accept the idea that some people are cunning, devious and ruthless. Coercion has a place in moral society during certain high-stakes interactions, such as hostage negotiations or when national security is on the line. But camouflage and pressure tactics can backfire in business when negotiators destroy their counterparts at the expense of long-term relationships of trust.

Many 21st century negotiators recognize this risk. Instead of leveraging the power of coercion, they use the power of understanding to achieve mutual wins at the negotiation table. Unfortunately, some people cling to classic negotiation styles even when their perceived adversaries try to bring more transparency and civility to the process.

People who insist on playing hardball might not know any other way to negotiate — or they might be narcissistic jerks. Resisting their tactics can be stressful and usually demands high performance practices to change the game. Here are six ways to respond.

Statistics

Views

Total Views
2,534
Views on SlideShare
2,503
Embed Views
31

Actions

Likes
14
Downloads
106
Comments
1

6 Embeds 31

http://www.google.com 11
http://www.scoop.it 7
http://laptopfacts.net 6
http://www.linkedin.com 5
http://pulse.me&_=1391505085196 HTTP 1
https://www.linkedin.com 1

Accessibility

Categories

Upload Details

Uploaded via SlideShare as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel

11 of 1 previous next

  • haggler James Thomas, CEO and President at Common Ground International None of this is negotiation.

    1. Won't work. It only delays the necessary conversation.
    2. Won't work. The other side will simply blow it off. They like the tactic.
    3. Won't work. The other side will simply blow it off. They refuse to be lead by you.
    4. Merely lowers you to the other side's level of behavior.
    5. There's nobody to give a ruling. This isn't a debate or a courtroom.
    6. You've utterly failed. Wasn't this about 'How to Negotiate...'?

    More Harvard Negotiating Project lets-all-hold-hands stuff. Utterly impractical.
    2 months ago
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

How to Negotiate with Jerks and Win: 6 Ways to Respond How to Negotiate with Jerks and Win: 6 Ways to Respond Presentation Transcript