ompromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards;In the sales profession, not everyone you interact with will be an ethical negotiator. And a difference in standards can potentially cause serious problems in the negotiation process. Some people enter negotiations with no interest in forging mutually beneficial agreements. These types are only interested in getting what’s good for them, and they don’t mind abusing other people in the process; they play hard ball. So if someone won’t meet you on your level, you need defense tactics that will keep you from getting steamrolled.

When you meet with someone at the bargaining table who doesn’t want to play fair, you can protect yourself without trickery or manipulation. Use the four following defense tactics to prevent an unethical negotiator from swindling you out of a mutually beneficial sales agreement:

Defense Tactic #1: Maintain Your Standards

If a person approaches negotiations aggressively out of ignorance, you may be able to win them over eventually. Most people don’t really want to make enemies; they just fear being cheated. If you can demonstrate to them that you’re interested in a fair deal, they will usually drop the aggressive routine and work with you.

But never compromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards;

g what’s good for them, and they don’t mind abusing other people in the process; they play hard ball. So if someone won’t meet you on your level, you need defense tactics that will keep you from getting steamrolled.

When you meet with someone at the bargaining table who doesn’t want to play fair, you can protect yourself without trickery or manipulation. Use the four following defense tactics to prevent an unethical negotiator from swindling you out of a mutually beneficial sales agreement:

Defense Tactic #1: Maintain Your Standards

If a person approaches negotiations aggressively out of ignorance, you may be able to win them over eventually. Most people don’t really want to make enemies; they just fear being cheated. If you can demonstrate to them that you’re interested in a fair deal, they will usually drop the aggressive routine and work with you.

But never compromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards;

play fair, you can protect yourself without trickery or manipulation. Use the four following defense tactics to prevent an unethical negotiator from swindling you out of a mutually beneficial sales agreement:

Defense Tactic #1: Maintain Your Standards

If a person approaches negotiations aggressively out of ignorance, you may be able to win them over eventually. Most people don’t really want to make enemies; they just fear being cheated. If you can demonstrate to them that you’re interested in a fair deal, they will usually drop the aggressive routine and work with you.

But never compromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards;

aggressively out of ignorance, you may be able to win them over eventually. Most people don’t really want to make enemies; they just fear being cheated. If you can demonstrate to them that you’re interested in a fair deal, they will usually drop the aggressive routine and work with you.

But never compromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards;

ompromise your own standards, even when tempted by an unscrupulous counterpart. Keep in mind the saying, “When you fight with a pig, you both get dirty – but the pig likes it.” In other words, even if you win, you’ve lost by stooping to their lower level. So maintain your own high standards; and if the other side refuses to play by the same rules, you may need to try the next tactic.

Defense Tactic #2: Don’t Fight Back Directly

Fighting with others is always difficult and usually less productive than working together to produce an acceptable agreement. When you’re pitted face-to-face with an aggressive counterpart, don’t resist their attack by being belligerent or aggressive in return. If they insist on their position, don’t counterattack with yours. Try asking them, “Why do you feel that’s the only option?” or “How do you think that will affect me?” By asking them to provide an honest explanation for why their offer is the best solution for both parties, you make them rethink their position.

When your negotiating counterparts attack your position or your ideas, ask for more specific input. Ask them to explain exactly what they don’t like about your offer. By inviting their criticism, you force them into working with you.

Another important point to keep in mind is that you’re a human being and you deserve to be treated like one. More often than not, if you refuse to play by their aggressive rules, they’ll eventually back do