Out-Victim the Victim
One negotiation strategy that people often use is that of the ‘victim.’ In this case, they may use some kind of hardship or mistreatment as an excuse to deflect the negotiation or change the trajectory of the discussion.
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Playing the victim, offering a personal hardship as a reason or excuse, is a powerful way to gain sympathy or empathy from the other side.
If your business provider cannot perform on the contract for some tragic reason – they couldn’t provide the service, they can’t work, or they are unable to do what they originally said they were going to do because of some hardship they have just become the victim of – they will attempt to use that to manipulate a different outcome.
It may be a valid reason or maybe it isn’t. You just need to be aware of people who may use this in an attempt to deflect their poor performance.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired