The Elements of Negotiation

ELEMENT 52The Combative Negotiator

Combative negotiation is the dominant approach in some cultures and the first choice of some people. Combative negotiation is characterized by:

• One-way communication: The combative negotiator is often verbally driven and good at arguing. They work with assertions, demands, and threats. They will not or cannot answer questions, because their answers would show that they are bluffing, or that they have no cards in their hand. The answers would give the opponent valuable information—information that could upset the balance of power.
• Conscious insults: The combative negotiator wants to create stress for the opponent so they can knock them off balance. Negotiators choose to flee the situation by making one-sided concessions.
• Bluffing: The combative negotiator often appears strong and tries to seduce the opponent with promises that will never be kept.
• Dirty tactics: The combative negotiator wants to create uncertainty and stress by being unscrupulous, unethical, and inappropriate.
• Loud voice: The combative negotiator yells to distract their opponent from the fact that they have no factual arguments.
• Threats: The combative negotiator badgers to intimidate and create fear and uncertainty.
• Greediness: The combative negotiator does not want to share the added values that are created. The purpose of the negotiation is hidden—they want their opponent to open up and back themself into a corner.

Agreement Disputes

Disputes about agreements often develop ...