How to Respond to Objections and What to Do When It Gets Tough

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 7 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 101-106 from Springer

Abstract: Abstract 1. Always see objections from a different angle: your negotiation partner needs a little more time, more information, additional advice and support. 2. Look at objections as a means to a successful conclusion to the negotiation and not as being about the negotiators themselves. 3. Never adopt the position of your interlocutor but instead look behind it to identify the hidden interests behind the positions they take. 4. Acquire appropriate defense strategies in order to respond quickly and confidently in conflict situations.

Keywords: Defense Strategy; Conflict Situation; Business Decision; Personal Attack; Proven Method (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/978-3-319-06194-8_7

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