Fight fire with water
- Refocus the negotiation on the matters at hand by defining one or two key points at the start of the negotiation.
- This narrows the scope of the conversation so there is less opportunity for the discussion to veer off-topic and get heated.
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The next time you are across the table from someone who's not acting in good faith, there are some ways to shift the situation in ways that may defuse tension, align goals, and give you more of an advantage.
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