Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior

What do you do when negotiation goes bad? Do you know how to handle bad behavior at the negotiating table?

In this video, I sow you how to:
– recognize the signs
– handle 6 types of bad behavior

Watching this video is worth 5 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation

Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
. Non-verbal Aspects of Negotiation https://youtu.be/4X2b_X_CGKE
. Power at the Negotiating Table https://youtu.be/ucJkENLhIPI
. Leverage: Key Concepts in Negotiation https://youtu.be/ohoAyX_o-nU
. Negotiation Acronyms: How Many do You Know? https://youtu.be/_lhqUjyebxM

Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

Recognize the Signs
• Tension
• Defensiveness
• Not listening – distracted
• Withdrawal – sulking
• Personal attacks, snarky comments, sarcasm, put-downs
• Talking over
• Raised voice

1. Coercive Behavior
Inappropriate over-use of power – that removes or constrains choice
• Label it
• Assert real options
• Refuse to engage – withdraw

2 Aggressive Behavior
Anger, hostility, conflict
• Allow others to express emotions
• Psychologically dissociate yourself from strong emotions – be an objective observer
• Openness – listen for positions and recognize their point of view
• Label concerns and priorities
• Get them in the open – discuss different positions
• Address their concerns, needs, and priorities

3. Manipulative Behavior
Use of tricks and psychological pressure
• Use ‘fogging’ – neither accept/agree nor reject/disagree:
. Apply a maybe and move on
. Change the subject
. Reflect back their words
. Label the behavior

4. Ad-Hominem Attacks
Put-downs and disparaging behavior
• Ignore them
• Label them and say ‘no’
• Label them and call for adjournment

5. Not Shifting
Broken record approach, intransigence, stubbornness
Effectively a refusal to negotiate
This is not the same as a BAFO – Best and Final Offer
• Label it
• ‘This is not a negotiation’
• ‘I shall not agree to it’
• State: ‘your turn to move’
• Suggest an adjournment to consider options
• Be prepared to walk away

6. Quick Fix
Passive accommodation and refusal to address conflict points
Also not a negotiation. Leads to remorse.
• It’s lazy – but DO NOT say so
• Declare need to discuss
• Call adjournment
• Suggest concerns in writing

1. Reflect on previous experiences of bad behavior in negotiation meetings. Which types have you seen? What di you r other people do, to tackle it? How effective was this? (4 MC CPD Points)
2. At your next negotiation, stay alert for the early signs of low-level bad behavior. If, unfortunately, you see it, determine which type of bad behavior it is, and plan how you will handle it. (2 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 5 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 11 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #BadBehavior #ManagementTraining


Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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