How to handle unpredictable negotiators

In business, you may find your counterpart behaves unpredictably during negotiations. They regularly change their minds; use inconsistent arguments; procrastinate making decisions; or simply flit between cooperation and stubbornness. You wonder whether they are just badly organised or are using this as a tactic to gain the upper hand. Either way, there is a good chance that it might put it off your stride, so you’ll have to find a coping mechanism to deal with it.

Here are 3 tips on handling such situations:

1. Keep calm – recognise and acknowledge what is going on and don’t show the other party that you are flustered by the situation. If they sense your frustration or insecurity, they’ll use it to their advantage.

2. Avoid being drawn into debates – you’ll feel tempted to win the argument, so put your ego to one side and fuel theirs. You’re not agreeing with them, just making them feel important. The Italian diplomat and author, Daniel Vare had a wonderful saying – “Diplomacy is the art of letting someone have your way”. Let them rant, you focus on the issues.

3. Don’t be bullied by an ultimatum – a threat is only credible if you believe the other party can follow it through. It also needs to be consistent with an argument or rationale used in previous communications. So, if someone puts you under time pressure or back tracks on a previous concession, walk away and take control of the negotiation.