Tactical questions regarding people behavior...

When you negotiate, you cope sometimes with some problems, due to the behavior of your interlocutor. I will give you some guidelines about how to react and what to do depending on the behavior of your interlocutor. 

Sometimes you can be in front of a very competitive person who doesn’t want to negotiate. Her only goal is to win at the expense of other and she isn’t open at all to compromise. Because we don’t choose our partner in negotiation, it’s up to the ready-to-make comprise person to emphasize the interests of both parties in order to change the point of view of the competitive person.

You can also face a temper tantrum. It’s really difficult to control people’s behavior, but in a negotiation, you need to maintain a calm environment. 

Don’t let your partner infect the all negotiation process. You can either let your interlocutor vent his anger and after a few a moment, summarizing with a calm voice the point of the negotiation or you can just stop him by explaining this will lead to nothing: you are going to leave the bargaining table and he will have no chance to close a deal. Moreover, you can ask to meet another person to negotiate with.

To finish, your interlocutor can also lie to you. How to react? You should sum up the important points you are expecting from this deal. Also, you have to specify to your interlocutor that if a particular point isn’t certain, you aren’t ready to commit yourself. You can also establish contingent agreements if your interlocutor doesn’t comply with his commitments.

The behavior of your interlocutor is something crucial because it can change the whole negotiation process. That is why it’s highly recommended to negotiate face to face instead of negotiating by phone. In real life, you will be able to analyze if your interlocutor is lying or not, you can read on the face of your partner if there are some misunderstanding, etc.

To conclude, I can say that a big part of trust is creating through behavior, and this trust can be increased by many ways: being respectful towards your partner is important to make your partner feel at ease. We have to be calm and respectful, otherwise, the negotiation doesn’t start off well. You also have to show that you care about the interests of your partner, as you care for yours. Then the most important is telling the truth. You can’t base a trust relationship on a lie. The behavior of our partner is like an open book in which we can decrypt all these information, in order to see if this person is a trustworthy person or not.