Category Archives: Adversarial Negotiators
How to Spot an Adversarial Negotiator
Asymmetric warfare is what military and defense experts call it when an adversary seeks to attack where you are weakest. An enemy weaker than you will often use this method as part of the idea of choosing the battlefield. In military affairs, this is a smart idea. The military’s goal is to defeat resistance. The win-win, the mutual accommodations, of effective negotiations only then can come.
In today’s video blog, David DiStefano, President and CEO of Richardson, shares some of his best executive practices for participating in and improving the environment of negotiations.
14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field
Adversarial negotiators deal through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for, and once you recognize the tactics they quickly lose power.
Below is a list 14 common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.