O'Reilly logo

The Leader's Guide to Negotiation by Simon Horton

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required