Based on our research from seminars and training on negotiation skills, we have learned that the most difficult person for many people to negotiate with is a bully, more effectively referred to as a shark in our book, The Only Negotiating Guide You’ll Ever Need.
When most people encounter a shark, the number one goal that jumps in front of them is to get away from the shark. No one likes to deal with a jerk. The problem is, to get away from a shark in a negotiation, many people tend to give in. It is a simple strategy: give the shark, bully or jerk something they want and then GET OUT.
The problem with this strategy is that this is the worst thing you can do when negotiating with a shark. Giving in only rewards the shark and increases the chances they will rely on bully tactics the next time they negotiate with you. The best strategy is to get closer to the shark. We have four different tactics that will help you do that:
