Edited by: PON_Staff, filed in: Business Negotiations, Crisis Negotiations, Daily, Family Relationships, Financial Negotiations, International Negotiation, Negotiation, Personal Negotiations
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Adapted from “How to Defuse Threats at the Bargaining Table,” by Katie A. Liljenquist (professor, Brigham Young University) and Adam D. Galinsky (professor, Northwestern University), first published in the Negotiationnewsletter.
Sooner or later, every negotiator faces threats at the bargaining table. How should you respond when the other side threatens to walk away, file a lawsuit, or damage your reputation?
The first step in effective threat diagnosis is to remove yourself from the situation—physically and/or psychologically. You might suggest to your counterpart that it’s time for a break, or imagine that you’re an outside observer and try to evaluate the threat more objectively. By detaching yourself from the situation, you can calm your emotions and truly hear what the other side is saying.
See more at: http://www.pon.harvard.edu/daily/business-negotiations/questioning-threats/?mqsc=E06/22/10+7:30+AM
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