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Dealing with Dysfunction: Negotiating with Difficult Individuals
Author(s) -
Ingerson MarcCharles,
DeTienne Kristen Bell,
Hooley Jill M.,
Black Nathan A.
Publication year - 2020
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12331
Subject(s) - dysfunctional family , negotiation , irrationality , personality psychology , psychology , social psychology , philosophy of law , political science , law , psychotherapist , rationality , personality , public law
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.