Dealing with Dysfunction: Negotiating with Difficult Individuals

Abstract

Recent research suggests that many times one or both parties in an interaction will struggle with irrationality or dysfunction. Understanding the types of dysfunctional personalities that negotiators might encounter, and how to deal with them, becomes an important measure of preparation for any professional negotiator. For this reason, this article reviews how better to identify, understand, and negotiate with counterparts who exhibit challenging, difficult, and dysfunctional behaviors.

The Alleged Epidemic of Social Narcissism

“…Because narcissists can be quick to manipulate vulnerability or weakness, it is also important that the negotiator have a strong sense of self and project a positive self-image. 32 Angstman and Rasmussen 33 propose motivational interviewing as one technique that may be helpful in negotiating behavioral change with a narcissist. The steps in this motivational interview processes include the following:…”

“…Thus, negotiations should begin by expressing genuine concern toward the narcissist and building an alliance of trust based on empathy and understanding. Because narcissists can be quick to manipulate vulnerability or weakness, it is also important that the negotiator have a strong sense of self and project a positive self-image 32…”