Handling Resistance - Masters of Negotiation series

The video tutorial discusses the Handling Resistance Pocketbook, authored by the speaker, which outlines eight principles for managing resistance in negotiations. These principles emphasize maintaining harmony, focusing on outcomes, leveraging personal power, staying relaxed, using silence, deploying facts, dividing issues, and employing four persuaders: credibility, crowd influence, self-interest, and fear. The tutorial concludes with advice on stepping away when unprepared or when emotions run high, highlighting the pocketbook's broader applicability beyond negotiations.

What is the primary focus of the Handling Resistance Pocketbook?

• To present the onion model of resistance

• To teach financial negotiation tactics

• To offer tips on public speaking

• To provide a guide on handling resistance

Which principle emphasizes maintaining your integrity and resources?

• Remembering personal power

• Using silence

• Keeping focused

• Staying relaxed

How should one respond to emotional resistance according to the principles?

• With more resistance

• With anger

• With immediate agreement

• With silence

What is the purpose of dividing the issue into smaller parts?

• To confuse the other party

• To avoid the main issue

• To make the negotiation longer

• To find areas of agreement

Which persuader involves using your own credibility and likability?

• Self

• Self-interest

• The crowd

• Fear

When should you consider stepping away from a negotiation?

• When the other party agrees

• When you have all the information

• When emotions are too high

• When you are well-prepared

What is a potential risk of using fear as a persuader?

• It is too time-consuming

• It can be too subtle

• It may seem manipulative

• It is always ineffective