All we negotiate daily. From the moment you get up until you go to bed you are preparing to negotiate: you begin to formulate valid arguments about your position, you prepare to defend your point of view and you are almost certain that the victory is yours.
We are always negotiating! Whether it’s to see what to have for breakfast, who picks up the kids, what’s the best project for a client or what is the best solution for a problem in the company. But, as with everything, sometimes it can be simple, and sometimes it can be a nightmare, especially when you face a difficult negotiator.
Yes, the one who always contradicts you or the one who ignores your arguments, or those who believe they have a better answer, even those who do not answer you; All of them can be hard-to-please negotiators. Steven P. Cohen, author of the book The Practical Negotiatorgives us a complete guide on how to sell your arguments well and emerge victorious, even in difficult situations.
The 4 worst people you can negotiate with
P. Cohen, who is a consultant and professor at Group HEC (Paris) and at the International Business School of Brandeis University, in Boston, dedicates an entire chapter –The worst of the worst: delicate situations, problematic people and annoying negotiators– in knowing how to face and analyze situations that are out of your hands, but there is nothing to worry about, it teaches you to take advantage of them and be successful. We leave you here some hypothetical situations and their solutions. Pay attention, they can help you!
Situation 1. He doesn’t talk to you
This person ignores your comments, in fact, he does not speak to you. Whether it is a partner, a co-worker, a worker or the cleaning lady, you may need something from him and it is very important to solve it.
Tips:
1. Analyze his behavior. You may be shy, insecure, or introverted; and in some cases, it may be a matter of your ego. To do this, Cohen recommends asking your colleagues for advice, ask them if there was anything in your behavior that has affected your relationship with them; This will help you know the reason or find out if this is their usual behavior.
2. It is important or not. You have to see how it influences your usual work, it may be that only on limited occasions do you have the need to talk to him or that you can reach your goal through other people. However, there may also be a chance that it is important to your routine, so think about it!
3. Find the moment and talk to him or her. You may not need it, but remember that the most important thing is not to have problems at work. Given this, the author recommends finding the right time and talking to this person alone; It can be a great opportunity to start a conversation and break the ice. Another tip: listen.
Situation 2. Arrogance
The author also describes them as “bipolar”, they are these people who need everyone to agree with them, and if they don’t, be careful! He may throw a tantrum, stop talking to you, or even turn others against you.
Tips:
1. That person is not going to change. That’s right, the first thing is to know that it is not your problem and that no matter what you do, she will continue to act in the same way, but it does not mean that you should not worry about the matter, since it can cause problems or generate a bad work environment. Good advice is: “analyze yourself and your colleagues to what extent their behavior affects office productivity. If you can quantify the negative impact, it may be worth discussing it with your HR manager or someone higher up in the company hierarchy.
2. Avoid living with her. It’s not inhumane, it’s what’s best for the office environment. The author recommends, in case it generates tension and a bad atmosphere, meet without it, this will help you ignore it and enjoy your workplace more.
Situation 3. The unpleasant negotiator
Cohen describes them as unethical and unscrupulous. Those who are willing to achieve anything, at anyone’s expense. Be careful with them!
Tips:
1. Is it necessary for you to attend to them? That’s right, if you can’t or don’t want to deal with them, see if someone else can do it for you, if yes, delegate.
2. Win = minimize losses. If you can’t get rid of it, you must be aware that the path is not going to be easy and that winning only means minimizing losses. The first thing you should do is study him and find ‘the little point’ where he needs you, this will make you dispensable and he will have to understand it.
3. If he keeps trying to intimidate you. “Respond with silence. Don’t let any expressions show and don’t reveal anything. Chances are you’ll get the message that your strategy isn’t being received and maybe you can open a door too.”
Situation 4. Experience, synonymous with foolishness
It is very common to meet this type of people in the office, they are those who think that because they are older, or more experienced, they are better than you or that they must always be right.
Tips:
1. Show interest. Many of these characters are afraid of losing credibility to someone younger or less experienced. The first tip is to ask, that’s right, ask intelligently, this way you can do two things: show that you are interested in what he says and that you respect his opinion, this will help you enter faster and be able to make yourself heard.
2. Make him or her change, without him or her knowing it. Remember, in some companies dealing with experience and years can be difficult, however, you know that that does not mean they are okay. Getting them to change their posture can be a challenge, but not impossible. Cohen recommends making them think that they are the ones who are proposing and innovating, although in reality it is you who is guiding them, if they change it benefits everyone, be happy for achieving it.