Ranked #1 in the World
By Karen S. Walch, Thunderbird Professor
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. Read the full article on the World Café, my cross-cultural negotiation blog on the Thunderbird Knowledge Network. | Video: Respond to Tactics (3:18)
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