When preparing for negotiations, realize that first of all you will be dealing with people and not with the contract whose terms you are going to set. Your partners have their own emotions, feelings and experiences, so don’t treat them like robots and show a little empathy when the situation requires it.

A chaotic person is a difficult negotiator because he is constantly jumping from topic to topic. It juggles the issues raised and doesn’t pay attention to what you have to say. She disrespects you and seems absent. Violates the agenda of the meeting. He does not pay attention to details, does not remember what has been established. It happens that she suddenly changes her mind and does not agree to the terms under which she herself signed.

If you’re having a conversation with this type of difficult negotiator, be sure to be patient. Do not show nervousness or impatience. Don’t get irritated when the chaotic ground floor once again addresses the same issue. Try to stick to the established agenda of the meeting.

Use the win-win negotiation technique to deal with a chaotic negotiator.

Patience is an important character trait that an effective negotiator should possess. However, it may happen that your opponent will be a dynamic character who is not able to wait calmly for concessions to be made on your part. An impatient partner will certainly continue to urge you, to watch anxiously as you reflect on the issue. This type of difficult negotiator rarely deals with details. It strives for a quick agreement and the establishment of general terms and conditions of the contract.

Don’t let your partner’s impatience get in the way. Stay calm. Take your time. You are conducting negotiations, so you have the right to have time to carry out additional analyzes. However, do not drag out your statements. Do not beat around the bush – speak clearly and matter-of-factly. Be specific. If an issue hasn’t been discussed in depth, ask your partner to stop setting a fast pace and return to the issue. Note that the purpose of the meeting is to reach a mutually beneficial agreement.

In many books devoted to negotiations, one can meet with the opinion that negotiators should not express emotions. This is not true – showing feelings is a natural reaction in every person. Keeping a stone face during the whole negotiations may be unfavorable, because if we express an emotion, it will be very readable.

However, emotions should not be exaggerated. People who react under the influence of strong, uncontrollable feelings, tearful, expressing anger, aggression, reluctance, fatigue or excessive joy belong to difficult negotiators. Imagine that you want to present a rational argument to a partner who laughs and threatens you with a fist in a moment.

Be calm and prepared for unexpected changes in your opponent’s moods. Try to speak slowly and matter-of-factly. Do not pay attention to the emotions that your partner expresses. Do not attack him. And even more so do not imitate his behavior, because he may think that you are mocking him. Slowly and systematically raise further issues of negotiations. Require written consent at each agreed meeting point.

One of the more difficult negotiators are aggressive people. They can not cope with negative feelings, frustration, so they relieve emotional tension on other participants in the negotiations. Harassing partners, through shouting and threats, try to put pressure on the other side and convince them to accept a given point of view.

First of all, do not be provoked. Do not behave aggressively. Do not shout. Do not float. Try to speak in a calm voice. Do not shout your partner. If he raises his voice, you speak more quietly. If a difficult negotiator wants to hear you, he will stop drowning you out. Don’t give in to the pressure and don’t make concessions just because someone is yelling at you. Maintain an assertive attitude. Gently note that your partner’s behavior is out of place. Be ready to walk away from the table if a difficult negotiator still expresses anger and aggression.

Source: https://poradnikprzedsiebiorcy.pl/-trudny-negocjator-jak-sobie-z-nim-poradzic

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.