Always Cool Under Fire
How can we avoid going ballistic in a meeting? One key to successful negotiation is recognizing and dealing with the tactics employed by other parties. Here is a sample of tactics and recommended responses:
| Tactic | Characteristics | Recommended Responses |
| Bullies | Bullies are generally abusive, abrupt, overwhelming, intimidating and arbitrary with others. | Don’t let them goad you into a fight. Stand your ground, but do it carefully. You want into the conversation simply to get your ideas across. |
| Bureaucrats | These are the ones who confront us in an officious manner when we need a little flexibility. | Don’t spring a big idea on them out of the blue. Recognize – and feed – their need for detail and data. |
| Guerrillas | These are the cheap shot artists who use subtle digs and innuendo to make their point, rather than engaging in open, honest and direct confrontation with their adversaries. | Don’t let the cheap shot go by. Let this person know, either in public or in private, that you are wise to their tactics. Persist in finding out what the real grievance is. Ask them to be more specific. |
| Know-it-alls | These people believe that they know everything there is to know and that other viewpoints don’t really count. | Be subtle. To influence them, first demonstrate your respect for their knowledge. Get them thinking about alternative viewpoints by posing questions that also show your knowledge. |
| Wafflers | These people are well-meaning but indecisive. | Make it easy for them. Try to identify – and address – what’s causing their hesitation. Support your proposals with three reasons as to why your idea should be accepted. Recommend a course of action. |
| Oysters | These are the silent, non-responsive types. | Ask open-ended questions that require more than a yes-or-no answer and be patient. Don’t rush to fill the conversational void. If you don’t get too fair in nailing down their position, ask if they can put some of their thoughts in a memo. |