In Part One, we saw that, since not everyone believes in win/win negotiating, we need to be prepared for those times when someone will try and take advantage. Seldom has this been accomplished as perfectly as by Mark Comiso.
Now, let’s look at exactly what he did to turn his “opponent” around and move him to a win/win mindset:
#1 Responded instead of reacted. He didn’t react defensively to the obvious “strong-arm” tactic of his prospect. He might have felt angry at their treatment of him; especially in light of the fact the transaction had supposedly already been consummated. He may have been disgusted at the win/lose bullying tactics being employed. But, instead of reacting angrily and spouting words that would “paint his prospect into a corner” causing the prospect to “lose face” if he gave in, Comiso responded in such a way as to say he was delighted.
#2 Made a strong point with a light touch. This is key. He then turned the tables in a way that was polite and respectful. He implied, “No way Jack — you’ve pushed me as far as I’m going to go and if you want to work with us you’ll change your tune” but again, did it in such a way that the prospect desired to work with him. His poise and professionalism actually made him more desirable to the prospect.
This is a wonderful way to respond to “strong-arm” tactics utilized by “win-lose” negotiators. Respond, don’t react, keep your head about you. Remain polite and respectful, thanking them for their suggestion. Then follow with a reply such as Mr. Comiso’s that demonstrates the knowledge of their tactic and providing your turn-around phrase.
Practice this and apply when necessary, and you’ll meet with excellent negotiating success.