The Art of Walking Away: Identifying Difficult Negotiators

Negotiation is a crucial skill, whether in business dealings, professional relationships, or personal interactions. However, not every negotiation leads to a win-win outcome. Sometimes, the people you’re dealing with could make the process difficult, unproductive, or even damaging. Here are five kinds of people you should avoid negotiating with.

1. The Unethical Manipulator

Unethical manipulators represent a significant challenge in negotiations due to their willingness to disregard ethical boundaries to achieve their desired outcomes. They employ various underhanded tactics, such as providing false information, withholding critical details, or exploiting emotions.

For instance, they may present misleading facts or incomplete information to create an illusion of advantage or urgency. Alternatively, they might manipulate emotions, leveraging guilt, fear, or sympathy to sway decisions in their favor. Such tactics can distort the negotiation process, leading to unfair outcomes and potential damage to your reputation or resources.

Negotiating with unethical manipulators can be risky, particularly if the negotiation involves substantial stakes or long-term relationships. It’s crucial to identify these individuals early on and avoid entering into negotiations where honesty and integrity aren’t valued. If you find yourself dealing with an unethical manipulator, standing your ground, setting clear boundaries, and confronting manipulative behavior can help protect your interests.

2. The Power Player

Power players approach negotiations with a win-at-all-costs mentality. They often leverage their authority, resources, or position to impose their will and dominate the negotiation. Their primary goal is not to reach a mutually beneficial resolution but to ‘win’ the negotiation.

Engaging in negotiations with power players can be exhausting and rarely leads to fair agreements. These individuals may use their power to coerce or exploit others, making the negotiation process one-sided and unbalanced. For example, they might use their position or resources to pressure others into accepting unfavorable terms.

Unless you have comparable leverage or the ability to counter such aggressive tactics, it might be best to avoid negotiating with power players. If negotiation is unavoidable, consider seeking external advice or assistance to level the playing field and ensure a fair negotiation process.

3. The Stubborn Staller

The stubborn staller is a unique type of negotiator, one who seems rooted in their position and resistant to change. They often delay decisions, resist compromise, and stick rigidly to their initial demands without considering alternatives. Their primary goal is not necessarily to ‘win’ the negotiation but to maintain the status quo or delay the outcome.

Negotiating with stubborn stallers can be an exercise in patience, as they tend to draw out the process unnecessarily. This could be due to numerous reasons – fear of change, lack of decision-making ability, or simply using stalling as a negotiation tactic. It’s like trying to move a mountain; the effort needed might far outweigh the potential benefits. If you notice signs of stalling behavior, it might be more productive to explore other avenues or engage with more flexible and cooperative parties.

4. The Emotional Hijacker

Emotional hijackers are individuals who let their emotions drive the negotiation process. They might react impulsively, take things personally, or allow their feelings to overshadow logical and rational decision-making. While emotions are a natural and integral part of any negotiation, excessive emotional reactions can derail the process and prevent a fair and balanced resolution.

When dealing with emotional hijackers, negotiations can quickly escalate into conflicts, turning what should be a professional conversation into a personal battlefield. Unless you’re skilled in emotional intelligence and can navigate these emotional minefields effectively, it’s advisable to avoid negotiating with these individuals. Calm and composed negotiations are generally more productive and less stressful.

5. The Uncommitted Negotiator

The uncommitted negotiator is a tricky participant in any negotiation. They enter the negotiation without the intent or authority to commit to a decision. Their participation may be just a formality, a learning exercise, or a way to gather information. They might seem engaged and interested, but when it comes to decision-making, they will likely evade commitment.

Negotiating with uncommitted negotiators can be a futile exercise, leading to wasted time and resources. It’s like chasing a mirage; the promise of progress is always on the horizon but never within reach. Before entering a negotiation, it’s crucial to ensure that the other party has the necessary authority and willingness to commit to a decision and see the negotiation through to its conclusion.

Conclusion

While negotiation is a powerful tool for resolving conflicts and reaching agreements, it’s essential to recognize when negotiation may not be the best course of action. If you encounter the unethical manipulator, the power player, the stubborn staller, the emotional hijacker, or the uncommitted negotiator, consider whether engaging in negotiation is worth the potential risks and challenges. Sometimes, the best negotiation decision you can make is to walk away.