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If you are not prepared for this situation during a meeting there is always a tactic named: "red button" Leave the place in a nice way with a commitment to come back with alternative.
In case you are well prepared and you have reached your limits, put your final suggestion on the table and leave the place.
If the other part is being hostile, be hostile you too. If the other part is being adamant just change the conversation's subject. For example asked him/her for the weather and let her/him wondering what are you saying. Then tell him that you are adamant sir/madam and it is better to discuss for something else. Also that "We are human beings and we don't have nothing to divide". "Good heart" we are saying in Greece, meening that we are not enemies and we will find another project to discuss about.
Beautiful tactic to solve this case! A final strike!
We will provide the final decision/Price and leave the meeting hall.
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At the Begging ...... Be Calm
1- Do your Effort to Improve your BATNA "Best alternatives to Negotiable Agreement".
2- Reconstruct your offer.
3- Explain that The offer is a preservation price and it's your bottom line and promise that you will try to do some thing and you will ask your boss.
4- Postpone the final decision for a planned time (Known only for you and hidden for the other party). (Use time Stress).
5- Restart your Negotiation from the last base.
If there are good BATNA for you go to "Take it or leave it"
If you have no Strong BATNA .... go to "I can't do any thing, But you can Negotiate my Boss" which will start negotiation from your end point "taking small bite each step" ........
This is one of the questions to which I believe should be answered in theory. As it depends on many factors and may vary from case to case. The personality of your counterpart, your relationship with him, your limits, your targets, the customer constraints,...
Depending on these factors you have to be wise enough to take the most proper act on the spot. You may:
- Make concessions (be careful of getting weak)
- Offer alternatives
- Re-construct your offer to make it look like better
- Postpone the decision making and ask him to think about it.
- Be tough to say "Take it or leave it"
Leave the place in a nice way with a commitment to come back with alternative
To handle these type of situations first of all make perfect written copy of deals then u can sue the party who turn hostile and u can take another option if u have make the deal verbally just by breaking all the ties with the party and give a strong message that business is based on trust not on emotion
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