Reference no: EM133181433

K&R Negotiations co-founder, Harvey, was representing a client in a negotiation. The lead negotiator on the other side had been rude, nasty, and downright obnoxious during the process. Things were unpleasant, but Harvey ignored the behavior and refused to let it get a rise out of him. He stayed focused on the merits of the transaction.

Late during a session, the lead negotiator started to make a point, but then said, "I'd explain this to you in more detail, but it's so complex so it will just go right over your head, Harvey."

At this point, Harvey had several options: He could have replied with equal rudeness. He could have stormed out of the room. He could have done nothing. Instead, he stood up and said, "Feel free to offer your explanation. Now that I'm standing, perhaps it won't go over my head".

Everyone in the room laughed, except the lead negotiator. She got red with embarrassment.

1. Explain negotiation in your own words.

2. How self knowledge and individual differences understanding facilitates the negotiation principles?

3. Which negotiation temperament has been adopted by both parties? What is your opinion to Harvey recognizing the negotiators approach and diffusing the tactic.

4. Share your experience, in which you had to negotiate , what tactics did you use?