DEALING WITH DIFFICULT PEOPLE

Your success during negotiation depends largely on interactions with others. Unfortunately, not all parties will act with professionalism and integrity. You’ll
have an easier time dealing with difficult people if you are prepared to manage their challenging behavior.

DESCRIPTION STRATEGY

POTENTIAL SABOTEURS When people believe they are on the losing side of the • Identify potential saboteurs.
negotiating table, they may resist or seek ways to • Consider augmenting the deal.
sabotage the deal. Stakeholders, employees, and
• Communicate potential benefits.
customers can all be potential saboteurs if they have
the power to block your negotiations. Their resistance • Think about the issue of control.
may be passive, in the form of non-commitment to the • Build a coalition.
goals and the process for reaching them. Or saboteurs
may actively oppose or attempt to subvert the
process. Anticipate and prepare for this possibility.

UNETHICAL COUNTERPARTS At some point, you’ll encounter people who lie. You’ll
probably experience a range of feelings—anger,
disappointment, anxiety, surprise—which you’ll need
to manage. You will also have conflicting ideas about
how to handle the situation. Should you walk away or
try to maximize your value? Should you call the other
person on the mistruth or let it go?
• Stay calm and ask yourself whether it was
really a lie.
• If you determine it was a lie, decide whether
you should walk away or continue to pursue
the negotiation.
• If you want to discourage future lying, warn your
counterparts that you are aware of the lie.
• Insist on documentation.
• Insist on adding enforcement mechanisms and
contingencies to the deal.

DIE-HARD BARGAINERS Some people view every deal as a battle. Use
these strategies when you are confronted
with highly competitive, die-hard bargainers.
• Know their game.
• Be guarded about the information you disclose.
• Suggest alternative packages or options.
• Indicate your willingness to walk away.

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