May 2016
Intermediate to advanced
296 pages
5h 27m
English
Content preview from Leader's Guide to Negotiation, The
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Chapter 14
Dealing with difficult people
If you take the approach that has been described in the book so far, the other party is likely to adopt a win–win strategy, too. Even if they originally had quite a different mind-set, the techniques in this book really will turn people around.
But some people can be quite stubbornly not win–win and there will be instances where they just do not play the game. They can be unreasonable, they can be unwilling to compromise, unwilling to accept a ‘fair’ deal, they can be personally abusive, even aggressive, they can be manipulative or hold back information, they can lie, they can use tricks, they may use their muscle simply because they can.
So in this section, we will look at how to deal with these.
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