O'Reilly logo

The Truth About Negotiations by Leigh Thompson

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

Truth 43How to negotiate with someone you hate

So, you've got to negotiate with this person. Now what?

You will almost certainly have to negotiate with some people who have pathological personalities. You need to figure out a way to deal with the mental cases you have to negotiate with. Medicating the other person is not an option, so what can you do?

There are three important things to keep in mind when it comes to dealing with difficult people at the negotiation table.

  • Replace "D"(dispositional) statements with "B" (behavioral) statements.
  • Label your feelings, not people.
  • Change your behaviors, not your feelings.

Let's take each of these points in turn, because if you become consumed by feelings of hate and repulsion for the other party, ...

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