Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior

What do you do when negotiation goes bad? Do you know how to handle bad behavior at the negotiating table?
In this video, I sow you how to:
- recognize the signs
- handle 6 types of bad behavior
Watching this video is worth 5 Management Courses CPD Points.
(See below for more details)
This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation
Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
. Non-verbal Aspects of Negotiation https://youtu.be/4X2b_X_CGKE
. Power at the Negotiating Table https://youtu.be/ucJkENLhIPI
. Leverage: Key Concepts in Negotiation https://youtu.be/ohoAyX_o-nU
. Negotiation Acronyms: How Many do You Know? https://youtu.be/_lhqUjyebxM
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
LESSON NOTES
Recognize the Signs
• Tension
• Defensiveness
• Not listening – distracted
• Withdrawal – sulking
• Personal attacks, snarky comments, sarcasm, put-downs
• Talking over
• Raised voice
1. Coercive Behavior
Inappropriate over-use of power – that removes or constrains choice
• Label it
• Assert real options
• Refuse to engage - withdraw
2 Aggressive Behavior
Anger, hostility, conflict
• Allow others to express emotions
• Psychologically dissociate yourself from strong emotions – be an objective observer
• Openness – listen for positions and recognize their point of view
• Label concerns and priorities
• Get them in the open – discuss different positions
• Address their concerns, needs, and priorities
3. Manipulative Behavior
Use of tricks and psychological pressure
• Use 'fogging' – neither accept/agree nor reject/disagree:
. Apply a maybe and move on
. Change the subject
. Reflect back their words
. Label the behavior
4. Ad-Hominem Attacks
Put-downs and disparaging behavior
• Ignore them
• Label them and say ‘no’
• Label them and call for adjournment
5. Not Shifting
Broken record approach, intransigence, stubbornness
Effectively a refusal to negotiate
This is not the same as a BAFO - Best and Final Offer
• Label it
• ‘This is not a negotiation’
• ‘I shall not agree to it’
• State: ‘your turn to move’
• Suggest an adjournment to consider options
• Be prepared to walk away
6. Quick Fix
Passive accommodation and refusal to address conflict points
Also not a negotiation. Leads to remorse.
• It’s lazy – but DO NOT say so
• Declare need to discuss
• Call adjournment
• Suggest concerns in writing
RECOMMENDED EXERCISE
1. Reflect on previous experiences of bad behavior in negotiation meetings. Which types have you seen? What di you r other people do, to tackle it? How effective was this? (4 MC CPD Points)
2. At your next negotiation, stay alert for the early signs of low-level bad behavior. If, unfortunately, you see it, determine which type of bad behavior it is, and plan how you will handle it. (2 MC CPD Points)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 5 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 11 MC CPD points
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Note:
Links to our book recommendations are affiliated through Amazon
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