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Question & Answer
Home > Resources > Q & A

Best tactics to use to deal with aggressive negotiators

Debbie McKay Asks:

What are the best tactics to use to deal with aggressive negotiators ?

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Answer:

You have to understand what the underlying reasons are for the aggression. It is not necessarily best to respond in kind when your counterparty is being aggressive. You have two main options available:

  1. If you have strong alternatives available you may not have to put up with aggression at all – you could just pursue one of your alternatives.
  2. If you don’t have strong alternatives available you can deal with aggression best by trying to establish the reasons underpinning the aggression. Once you have ‘drawn the poison’ you will be able to steer the negotiation back to a productive interaction. It is also important to let your counterparty know in a non offensive way that aggressive behaviour is not conducive to building trust in the context of a business relationship. You can do this by framing the negotiation in a compromising or collaborative fashion.

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The Negotiation Academy (TNA) – http://www.negotiationeurope.com - is a specialist business negotiation management consultancy headquartered in London. Committed to delivering both best and leading practice business negotiation solutions, TNA collaborates with clients to instil a world class negotiation capability. With deep industry experience in several market sectors, global resources and a proven track record, TNA is uniquely positioned to assist clients to avoid the losses associated with sub optimal negotiations. TNA has a core competency in sales negotiation training , purchasing negotiation training and executive negotiation training (mergers & acquisitions negotiation training, asset management negotiation training, corporate finance negotiation training etc.)