Choose Your Defense Against Hardball Negotiation Tactics

Free registration required

Executive Summary

Hardball negotiators often conceal their aggressive intentions and behaviors. They use tactics that prey on the psychological vulnerabilities of a counterpart. This psychological manipulation is a type of social influence that classic power theorists have espoused for centuries as a way to change the perception or behavior of others. If you are a potential victim of a predatory negotiator, you need to prepare defensive strategies. You have the right to be taken seriously and be heard. Four possible action steps include: 1. Ignore the manipulation tactic, 2. Discuss the tactics, 3. Respond in kind and 4. Lead the other.

  • Format: Podcast
  • Size: 0 KB