Threats, Refusals and Ultimatums: Dealing with Hardball Negotiators Stephen Boyle Programme Director...
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Transcript of Threats, Refusals and Ultimatums: Dealing with Hardball Negotiators Stephen Boyle Programme Director...
Threats, Refusalsand Ultimatums:Dealing withHardball Negotiators
Stephen Boyle
Programme Director
UCD Smurfit School
Phillip Matthews
Director, Executive Education
UCD Smurfit School
Threats, Refusalsand Ultimatums:Dealing withHardball Negotiators
Presenter: Stephen BoyleModerator: Phillip Matthews
AGENDA• Threats and typical responses
• Assessing the threat
• Disarming threats
• Fighting back, surrendering
25 minutes
• Questions and Answers
15 minutes
Threats, refusals and ultimatums:
Tactics used by the other sideto take control of the negotiationand force you to accepttheir terms and conditionsat the expense ofyour own interests
Assessing the threat1. Will they follow through?
2. What are the consequences for you?
3. What caused the threat– what are their underlyingconcerns?
Tips for disarming threats• Treat the relationship as a partnership
• Understand what’s behind the threat– what really matters to them
• Get all the issues on the table– and keep them linked
• Know your facts in order todisarm theirs
• Understand their alternatives
Essential DON’Ts!• Don’t try to negotiate unless you’re prepared!
• Don’t become dependent on one customer
• Don’t bluff – know the facts
• Don’t whinge – take a problem-solving approach
What if they won’t negotiate?• Ask why
• Use active listening
• Acknowledge their emotions
• Make proposals and invite criticism
X
Manage the emotions• Don’t counter-threaten
• Address the problem, not personal issues
• Allow your opponent to save face
Tactics for dealing with ultimatums
• Refuse to accept the ultimatum– Keeps the negotiation moving
• Play for time– Reduces the likelihood of the threat
being carried out
• Develop your alternatives– Strengthens your ability
to resist
Think twice about it!• Do you really have little or no power?
– What’s your BATNA?– Where does their power come from?
*BATNA = Best Alternative To Negotiated Agreement
When to surrender• When you’ve exhausted all options for
improving the deal for both sides
AND
• When your BATNA (best alternative)is worse than the offeron the table
*BATNA = Best Alternative To Negotiated Agreement
After surrendering to a threat• Figure out why you had to,
and remedy the situation– Improve your alternatives– Reduce your dependence– Benchmark your offer– Develop a partnership
approach
Final thoughts• Threats can be self-invited:
Are you “needy” when you negotiate?
• Threats can be self-perpetuating:Have you conceded to threats in the past?
Summary• Avoid knee-jerk responses to threats
• Disarming your opponent should always be your first option– Change the nature of the negotiation– Take the emotion out of the situation
• If you’ve got to fight it out, stand up for your interests
Questions and Answers
‘Winning Negotiation Strategies’, a 2-day training programme led by Stephen Boyle,takes place on 24-25 February
Please contact Gillian Brown,Programme Manager at (01) 716 8818or email [email protected]