The Chinese have a saying, “It is well to resist like water.” When
water is put under pressure or suddenly made to flow into unfamiliar
channels, it falls back. Then, in its own good time, it seeps and
creeps back into position, first slowly and then with greater strength
reaching its level.
In the face of strong opposition, a negotiator is wise to resist like water; fall back, listen, think, and move forward slowly.
Invest the time to understand the position that is being taken and
evaluate ways you can effectively modify the other party’s stated
expectations. Create alternatives that can be introduced into the
negotiation and determine where your best opportunity for success lies.
Don’t forget that “satisfaction” is the true measurement of success
and part of this “satisfaction measurement” is the negotiation process
itself. In the face of an aggressive negotiator don’t make it a
contest. The more time you take, the better you will understand the
situation; the more likely you will be able to create a mutual
satisfying agreement.
When you encounter an aggressive negotiator don’t just give in to
their demands. Don’t escalate the negotiation into a fight.
Resist—but resist like water.
Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery. After earning an Engineering degree from the and a Masters in Business, Dr. Karrass became a negotiator for the Hughes organization
