top of page
Jharna Jagtiani

Navigating Choppy Waters: Strategies for Negotiating with Difficult People


Negotiating with difficult people demands empathy, composure, and solutions-focused communication. Learn from Satyam scandal for effective strategies

Negotiating with difficult individuals can be a formidable challenge, requiring a nuanced understanding of their behaviour and adept management skills. This article explores effective strategies for dealing with difficult people during negotiations, drawing insights from both general principles and a notable Indian case study.


Understanding Difficult Behaviour:

  1. Identify Common Difficult Traits: Recognize common traits such as aggression, passive-aggressiveness, or extreme assertiveness. Understanding these traits helps tailor your approach to defuse tensions.

  2. Determine Motivations: Probe into the motivations driving their behavior. Difficult individuals may be driven by fear, insecurity, or past negative experiences. Identifying these motivations allows for more empathetic and targeted responses.

  3. Assess Communication Styles: Differentiate between assertive, passive, and aggressive communication styles. Adjust your communication approach to navigate the negotiation process effectively.


Strategies for Managing Difficult Behavior:

  1. Remain Calm and Composed: Maintain your composure in the face of difficult behavior. Responding with calmness and professionalism can defuse tension and set a positive tone for the negotiation.

  2. Active Listening: Practice active listening to understand the root of their concerns. Acknowledge their perspectives, even if you don't agree, to demonstrate respect and openness.

  3. Empathy and Understanding: Cultivate empathy. Understanding their point of view, even if you disagree, can help build a bridge and foster a more cooperative negotiation environment.

  4. Set Clear Boundaries: Establish and communicate clear boundaries. Make it known what behaviors are unacceptable and the consequences of crossing those boundaries.

  5. Focus on Solutions, Not Personalities: Shift the focus from personalities to solutions. Emphasize the common goal of reaching an agreement and redirect the conversation towards finding mutually beneficial solutions.


Case Study: Satyam Computer Services Scandal (2009)

The Satyam Computer Services scandal in 2009 serves as a poignant example of negotiating in the face of difficult behavior. Founder and Chairman Ramalinga Raju admitted to inflating profits and fabricating assets, creating a challenging negotiation scenario for the stakeholders involved.

  1. Crisis Management and Transparency: The new leadership at Satyam had to negotiate with clients, employees, and regulatory bodies amidst the crisis. They demonstrated transparency, acknowledging the wrongdoings, and committing to rectifying the situation.

  2. Empathy and Rebuilding Trust: Negotiating with clients and employees requires a delicate balance of empathy and assertiveness. The leadership acknowledged the impact on clients and employees, expressed regret, and outlined steps for rebuilding trust.

  3. Clear Communication: Clear and consistent communication was crucial. The negotiation team communicated the corrective measures being implemented, demonstrating a commitment to transparency and ethical business practices.


Negotiating with difficult people demands a combination of emotional intelligence, strategic communication, and a focus on solutions. The Satyam Computer Services case underscores the importance of crisis management, transparency, and rebuilding trust when navigating negotiations in the face of difficult behavior. By understanding the underlying motivations and employing effective strategies, negotiators can turn challenging situations into opportunities for constructive dialogue and resolution.

Comments


Commenting has been turned off.
bottom of page