Defensive Negotiation Strategies: What can you do if your opponent "attacks".

Successful attacks through preparation, detection of attempts to influence and paraphrasing.

Throughout their career, a negotiator will face many "seducers." Sometimes you find yourself on the defensive faster than you would like. However, there are tricks to get out of these situations (attacks) and continue working:

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#1: Prepare, prepare, prepare

Systematically prepare for your negotiations by thoroughly analyzing your best alternative to a negotiated agreement (BATNA). Rate the bargaining space (ZOPA). Examine all the topics under discussion. Negotiators who are well prepared will not accept a suboptimal offer because they will immediately identify it as suboptimal.

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#2: Distinguish information from attempts to influence.

Your counterpart's statements (as well as your own) inevitably consist partly of information and partly of attempts to influence you. Before you react to a statement from your counterpart, you must be able to clearly separate the two. If your counterpart makes an argument or request that seems plausible at first glance, ask yourself the following questions:

• If someone else had made this offer, would you be willing to accept it?

• Would you have accepted this proposal yesterday or an hour ago?

• Can I justify my acceptance of the offer to my colleagues and my boss?

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#3: Paraphrase your counterpart's offer. Soften attempts to influence them by reformulating the demands.

Suppose someone says to you, "I want you to vote for this proposition because I think it's fair." Think about how that statement sounds without the justification. "I want you to accept this proposal" seems less convincing. Now you can concentrate on examining the offer based on your subjective sense of fairness and explaining your position. It is similar, for example, when someone offers you several small payments. Think about whether the proposal would be just as attractive if you were offered a lump sum of the same amount.

To create and claim value in your next negotiation, prepare alternatives to the negotiation agreement. Especially when you suspect that the negotiation will turn into a difficult deal. Comprehensive preparation also helps you "cast into the ring" potential topics that are also of interest to your counterpart. This increases the value of the deal and can save you money. If you know or can find out your counterparty's minimum price (reserve price), i.e. the highest price your counterparty would pay, you can leave the negotiating table with (self-)confidence and seek a better deal with a more cooperative counterparty. . .< /p>

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ISMAN & Partner is a management consultancy that supports national and international corporations, medium-sized companies and start-ups, organizations and institutions in complex processes of negotiation and conflict resolution. Founded in 2015 by Calin-Mihai Isman, negotiation and mediation experts support managers and employees in sales, purchasing, M&A, recruitment, human resources or IT.

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