Order out of Chaos

CHAPTER FIVE Negotiating with Difficult People

“Pay the money or they die.” When you’re on the end of a phone and someone says this to you, it tends to focus the mind a little on how you’re going to negotiate with them. I think in anyone’s definition, a person who makes such a threat could be deemed “difficult” or, as I like to refer to them, “worthy opponents.” Remember, our choice of words and language dictates the meaning we give something and therefore impacts on the quality of our emotions.

While it is unlikely you’ll ever face somebody making these sorts of threats to you, not all conversations are easy, and the same principles apply to many situations. They are particularly relevant when you’re going into a negotiation to face a person ...