They’ve called my negotiators names and accused them of unprofessional behavior, real in-your-face tactics. (Sometimes these fellows will be your best friend and wine and dine you, then turn on a dime and intimidate you with bluster.) Do my clients get needy? Do they get defensive and then aggressive and fight back against this behavior? No. They listen calmly, they take notes, they make a concerted effort to be not okay, and then they ask quietly, “What would you like us to do?”
