It is very difficult to overcome the behavior of an uncooperative and challenging person during negotiations because of their obsession to dominate the discussion. However, understanding the rules of negotiations presents viable options for overcoming such a challenge. First of all, it is imperative to exercise self-control. Stressful situations result in tension and lose of control. People respond to such situations by either sticking back of terminate the negotiations. However, the best approach to handling such emotions is to focus on the issue of discussion with an open mind. Avoid getting emotional by getting breaks in between the discussion (Ury, 2007). A break enables a party to a negotiation to evaluate the progress of the negotiation and cool off emotions that may lead to irrational decisions.
The second strategy is joining the opponent on his or her side of the argument. Such a move will disarm the opponent and provide an opportunity to restore his or her mental balance. The best approach to joining the opponent in an argument is by asking questions for clarification and paraphrasing their ideas. That way, there will be an atmosphere of agreement and the opponent may lose focus and end up opposing ideas. Ury (2007) suggests the use of "yes" in fostering an environment of agreement. Additionally, he also suggests the best way to disarm an opponent is by presenting a point as an addition to the opponent’s ideas rather than a direct contradiction.
The third strategy is to use interests to structure the dispute. Avoid the use of positions when formulating arguments for discussion. Parties should ask open-ended questions so as to develop interests rather than take positions. For the first time, present questions starting with “why” and use “why not” whenever there is resistance (Ury, 2007).
References
Ury, W. (2007). Getting past no: Negotiating in difficult situations. New York: Bantam Books.
