With an aggressive negotiation opponent it’s often advantageous to not confront them directly. A useful pattern in this situation is1:
- Use the late-night FM DJ voice
- Start with “I’m sorry”
- Mirroring
- Silence (at least four seconds for mirror to place)
- Repeat
1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, New York, 2016).