Truth 31. How to negotiate with someone you hate
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, you are not going to be able to negotiate effectively. ...
Get The Truth About Managing Effectively (Collection), 2/e now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
