what is the best course of action for a negotiator to take when presented with resistance?

How do you manage tension in negotiation?

How to Employ Conflict Resolution During NegotiationAddress the conflict, not the person. ... Engage in active listening. ... Find shared interests. ... Set an objective. ... Determine the best alternative to a negotiated agreement (BATNA).

What is resistance negotiation?

A resistance point is a point at which a party will begin to resist the possible solutions proposed because they are outside of their agreement zone. It is most often a point in distributive bargaining or negotiations where the parties are attempting to control the most or the least of an amount of money.

What is the best way to deal with negotiators who have more power?

How to Negotiate with Someone More Powerful than YouWhat the Experts Say. ... Buck yourself up. ... Understand your goals and theirs. ... Prepare, prepare, prepare. ... Listen and ask questions. ... Keep your cool. ... Stay flexible. ... Principles to Remember.More items...•

How do you overcome negotiators dilemma?

3 more strategies for mitigating the negotiator's dilemmaEnlist the help of a neutral third party. ... Try a single negotiating text. ... Suggest a post-settlement settlement.

What are some strategies that can be used in negotiations?

Six Successful Strategies for NegotiationThe negotiating process is continual, not an individual event. ... Think positive. ... Prepare. ... Think about the best & worst outcome before the negotiations begin. ... Be articulate & build value. ... Give & Take.

Why is it important to conceal your resistance points during a negotiation?

A resistance point, or bottom line, is a point past the aspiration beyond which the deal is off. It is important not to reveal these points to others, since they will own you and the negotiation. Negotiations occur in the bargaining zone, which is the space between resistance points.

How do you negotiate with difficult people?

How to Negotiate With Difficult and Aggressive PeopleMeet in Private if Possible. When it's safe and possible to do so, negotiate with difficult people in private where they may be more flexible. ... Neutralize Their Home Court Advantage. ... Be Assertive and Professional in Communication. ... Bring Solutions. ... Focus on Consequence.

How do you negotiate with a stubborn person?

How to Deal With Stubborn PeopleTake a moment. Pausing is a great tip for how to deal with stubborn people. ... Talk to them. Speaking to them in a calm rational way is how to deal with stubborn people. ... Be patient. ... Empathize. ... Resist getting into an argument. ... Know that you can't change them.

How do you negotiate with someone who doesn't want it?

6 Negotiating Tips for the Person Who Doesn't Like to NegotiateUse silence with confidence. ... Take control by creating deadlines. ... Know in advance what you will offer and what you won't offer the customer. ... Don't let the other person rattle your self-esteem. ... Be ready to walk away and don't hesitate to do it.More items...•

Which of the following is a great strategy when there are multiple negotiation issues to agree upon?

Collaboration is generally best used when there are multiple issues to be negotiated and the situation is not zero-sum. Very few negotiation situations would support the use of an avoiding negotiation/conflict handling style.

What are the two fundamental negotiation dilemmas involving negotiation?

All negotiators face two basic questions: “How can we make the pie bigger?” and “How can I make sure that I get the biggest possible piece?” The pie is enlarged (value is created) through the cooperative process of interest-based bargaining.

What is dilemma in negotiation?

The negotiator's dilemma describes the choice a negotiator must make between following a competitive strategy or a cooperative strategy when engaging with another party.