Learn how to deal with a negotiator who wants to win at all costs.
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Brink Or Swim! How to Cope With Brinkmanship
Arguably the most famous example of political brinkmanship was the 1962 Cuban Missile Crisis, when the world held its breath as the U.S. and Russia played "chicken" with atomic weapons.

But what would you do if a client you had negotiated with suddenly "goes nuclear" and demands a last-minute concession, threatening to scupper the whole deal if he doesn't get it? We explore strategies for dealing with this type of situation in our article, Coping With Brinkmanship.

To avoid a business Cold War, you need to know who holds the balance of power, and where you will "draw the line." You can learn more about these in our articles, Porter's Five Forces and Distributive Bargaining.

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How to Handle Brinkmanship How to Handle Brinkmanship

Learn how to defend against brinkmanship, and respond effectively to unreasonable demands.

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Porter's Five Forces Analysis Porter's Five Forces Analysis

Use this powerful tool to find out who holds the power in your business relationships.

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Distributive Bargaining Distributive Bargaining

Discover bargaining strategies and techniques to use when you are not in a "win-win" situation.

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CLub Icon ... And From the Mind Tools Club
Lewicki and Hiam's Negotiation Matrix
Lewicki and Hiam's Negotiation Matrix

Use this matrix to choose the best negotiation style for your situation.

All Members' Skill-Builder
Negotiation Skills
Negotiation Skills

In this one-hour session, learn how to negotiate a "win-win" solution.

All Members' Bite-Sized Training
Getting to We
Getting to We, By Jeanette Nyden, Kate Vitasek, and David Frydlinger

In this Book Insight, find out how to avoid "what's in it for me?" thinking.

Premium Members' Book Insights
blog Icon In the Mind Tools Blog
Closed-Loop Feedback: Is Anyone Really Listening? Closed-Loop Feedback: Is Anyone Really Listening?

Mind Tools editor Lucy Bishop examines the perils of ignoring customer feedback.
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3 Steps to Building Your Personal Brand 3 Steps to Building Your Personal Brand

Bob Little sets out the three steps to take to successfully define, build and promote your personal brand to customers, colleagues and employers.
A Final Note

The negotiating table is no place for the faint-hearted, especially if you come up against a ruthless opponent who wants to win at all costs. Being thoroughly prepared is crucial, so that you can either call her bluff or accept the need for a "strategic surrender," if the cost of no deal at all is too high.

Next week, we explore the many different roles that a manager has to play, and we look at how you can take your customer service to new heights.


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James Manktelow (CEO) and Elizabeth Eyre (Head of Editorial)
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