How Jerks in Negotiation Can Make You Win

Notorious thinkers like Sun Tzu and Machiavelli advise total absence of compassion during a negotiation. Those who adhere to their philosophy arrive at the negotiation table all set to annihilate the enemy, even if that means using dirty manipulation and deception techniques to attain their goals. The approach works perfectly because naive or unprepared individuals cannot understand that some would do anything to get what they want, even if that means being ruthless, cunning and devious.

Modern negotiators are well-aware that people are mean, devious, and deceitful. However, rather than leverage their intimidation techniques, they're used to using sympathy as a way to win at the negotiation table. Did you know that jerks can help you win negotiations? Just because you're bargaining with someone who's rude and aggressive, it doesn't mean that person is better than you. People use intimidation techniques to gain superiority, and although resisting their unscrupulous attitude is tough, it's not something impossible to do. Here are some smart ways to defy jerks in negotiations:

Don't let them intimidate you

Aggressive negotiations rely on verbal abuse and intimidation. The negotiator will be trying to shake your confidence in the hopes of making you snap. Don't react! Let them scream and pretend you didn't sense the abuse. Switch topics, ask for a break, and try as much as you can to maintain a positive attitude. Some people believe that the only way to win a negotiation is through coercion. They're wrong as these people are only trying to hide their flaws.

There are smart, simple ways of resisting intimidation. First of all, you have to identify their tactics. Don't let them play you and use every allegation that comes out of their mouth to your advantage. In negotiations, solid information can crush your opponent. Just to help you, here are some main types of intimidation strategies used in business:

• Legal intimidation - making threats of legal actions and lawsuits
• Using actual threats - thus creating tension and hostility
• Status - some negotiators may be using their high status (of the status of a friend) to persuade and control. Having friends in high places doesn't make them more powerful
• Physical intimidation - using unsuitable environmental conditions to make opponents snap (no heating or lack of air conditioning)
• Emotional intimidation - some people choose to make a scene and create an embarrassing situation just to get what they want

Using your strategies the smart way

Sometimes, dealing with jerks in a business negotiation is inevitable. A classic negotiation relies on camouflage and stealth. Ergo, a smart way of disarming crafty opponents is by labeling their strategies and pointing out awareness of anticipated effects. Those who leverage the power of sympathy are comfortable with talking about engagement rules, and thus close a deal on mutual grounds.

Winning negotiations when dealing with unscrupulous, devious people can be challenging. Find a way to make them understand you by looking for compatible needs both of you want. Stress out the importance of those facts and you have great chances of winning their trust. Look pass their authoritative attitudes and impoliteness, and describe mutual benefits that could benefit both of you.

Stay professional no matter what

Believe it or not, the best way of dealing with jerks when you're bargaining for something is to be kind. Let's them confuse your benevolence with stupidity, and use every trick in the book to turn that deal in your favor. Some negotiators are extremely rude to their opponents. They have outrageous demands and they're no way of reaching an agreement with them. Stick to your guns, and don't let jerks intimidate you. Know your worth, explain them why you're worth so much, and make a deal. You can always walk away if they don't want to take it.

A skilled negotiator should have the ability to recognize and diffuse intimidation at the negotiation table. The purpose of using such aggressive techniques is to persuade an opponent to compromise. Why should you settle for less than you deserve? Just because you're dealing with counterparts who are arrogant, overly-confident, and egotistical, it doesn't mean their offer is better than you would have asked.