Question

HR is negotiating a contract. The salesperson is difficult to work with and insists that if the contract is not signed today, the favorable terms will change. Many of the terms are in alignment with the company's needs; however, some are not. What should the HR professional do?

Restate the needs of the organization and focus on mutual needs.
Walk away from the situation and look elsewhere.
Retreat and concede the core points of the negotiating position.
Accept the terms of the contract as offered by the salesperson.

Answer 1

During contract negotiations with a difficult salesperson, the HR professional should stay calm, focus on mutual needs, ask open-ended questions, avoid inflaming the situation, and seek higher-level support if needed.

Step-by-step explanation:

When faced with a difficult salesperson during contract negotiations, the HR professional should take a strategic approach to ensure the company's needs are met. Here are some steps to follow:

1. Stay calm and listen: It is important to remain calm and respectful during the negotiation process. Be open to hearing the other person's perspective.
2. Focus on mutual needs: Restate the needs of the organization and emphasize finding a solution that satisfies both parties.
3. Ask open-ended questions: Instead of stating your case, ask questions to gain a better understanding of the salesperson's position. This can help uncover common ground.
4. Avoid inflaming the situation: Choose your words carefully to avoid escalating tensions. Be respectful and avoid suggesting that one party is right and the other is wrong.
5. Consider seeking higher-level support: If the negotiation reaches a standstill, it may be necessary to involve a supervisor or the HR department for further assistance.