2 KINDS OF PEOPLE YOU SHOULD NEVER NEGOTIATE WITH
  
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2 KINDS OF PEOPLE YOU SHOULD NEVER NEGOTIATE WITH



Published On: June 20, 2014, by Neat Buzz, Susan Adams, New Jersey
Tag: Negotiation , Advices , Business, Men , Rating: 4.5

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2 KINDS OF PEOPLE YOU SHOULD NEVER NEGOTIATE WITH  | NEATBUZZ.COM

he first thing negotiation experts teach is to “separate the people from the problem.” The vast majority of the time, this is sound advice. But as a psychologist, I know that approximately 1% of the time, people are the problem. And in such cases, normal negotiation strategies just don’t work. Here’s how to recognize that rare situation and what to do about it.

First, determine what sort of person or people you’re trying to negotiate with (i.e. your counterparty).

But here are two types of counterparties you should never negotiate with:



1

 

A COUNTERPARTY WHO ALTERNATES BETWEEN CONCILIATION & PROVOCATION

 

People are usually more provocative, or difficult to deal with, at the outset of a negotiation. Then they become more conciliatory as the outlines of a settlement develop. Beware the person who is conciliatory at first, then becomes provocative — and then when you’re about to walk away becomes conciliatory again, and then provocative again. This behavior suggests that he will never be satisfied, nor finished, with the negotiation. What he wants is not a negotiated settlement, but control — over the process and over you. The time and energy it will take to continue will eventually outweigh any potential gains you could achieve through negotiation.

2 KINDS OF PEOPLE YOU SHOULD NEVER NEGOTIATE WITH
  

2

 

A COUNTERPARTY WHO SEES PEOPLE IN TERMS OF ABSOLUTE GOOD &EVIL

 

Negotiation is a method for resolving conflicts of interest, not for adjudicating who is at fault. Most people, once they understand this, are willing to exchange concessions in order to satisfy their underlying interests. Watch out for someone who describes people as absolutely good and blameless, or as absolutely evil and responsible. This behavior suggests that he or she lacks the mindset necessary for negotiation. What this person wants is for evil people to be held accountable and punished, and because you are in a conflict with her, you may fall into that category. Walking away would deprive her of the opportunity to punish you. Therefore, if you negotiate, you can expect the process to be painful. You can also expect not to receive meaningful concessions, because this type of person does not believe you deserve them.

2 KINDS OF PEOPLE YOU SHOULD NEVER NEGOTIATE WITH
  


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