Q & A Table of Contents
Dealing with Nasty Negotiators
From: Joe Harare, Zimbabwe
Question: How should one handle unprincipled and unethical negotiators?
Response: When one runs up against unprincipled or unethical negotiators, the first question you should ask is whether you really have to negotiate with them or if you have a BATNA -- Best Alternative To a Negotiated Agreement. In this case, your BATNA could be to negotiate with someone else or to find a solution to your concern using assets under your own control.
However, when you MUST deal with nasty negotiators, you need to do as much preparation as possible: You should consider your objectives and give thought to the idea that 'winning' may really be a matter of minimizing your losses. In addition, you should learn as much as you can about the interests of the 'nasty negotiator' to see what you have to offer that makes them need you. The more they need you, the relatively stronger your BATNA. You should try to find out about them and their interests through research with other people who know or deal with them as well as asking them lots of questions during the negotiation process.
There's a story to illustrate that latter point:
During the late 19th century in England, Lord Gladstone and Benjamin
Disraeli were political rivals. There was controversy among the populace as to which man was the greatest in the British Empire. A woman learned that she was to be seated between Gladstone & Disraeli at a major banquet. Her friends asked her to decide, based on dinner conversation, which man was the greater.
Upon her return she told her friends, "First I had a wonderful conversation with the brilliant Lord Gladstone. From that I concluded he is the greatest man in the Empire. Then I turned my attention to Mr. Disraeli. After that conversation, I realized that I am the finest woman in all Christendom!"
Listening to everyone, even 'nasty negotiators', is a crucial technique. The clearer your understanding of 'where they are coming from', the greater the likelihood you'll find a route to an acceptable agreement.
If these 'nasty negotiators' keep trying to bully you into agreement, respond with silence. Keep a poker face, revealing nothing. They may get the message that their approach is not being received favorably -- and perhaps that can open a door as well.
Good luck and good negotiating, Steve.
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