Does conflict help your position or harm it?
If you plan on being Competitive, or want to be the boss of a Collaborative effort, then a bit of conflict MIGHT aid your cause.
For Avoiders or Accommodators, conflict generally works against you.
Remember the basic rule of negotiation: Focus on your commercial interests, not your ego positions!
Avoid conflict if you can, minimize immediately, and manage it when you must.
Avoid conflict by choosing the right style and then selecting and deploying tactics that align with it.
Mitigate conflicts by addressing contentious issues immediately — even if you are recommending that you put them on the back burner.
This is a good time for information tactics.
Employ LACE objective handling techniques:
Listen to your counterparty’s issues – and get him talking about details of this particular objection and any others he may have.
Accept that he has a valid concern, even if you don’t agree or plan on giving in.
Commit to the partnership and the negotiation process — and do your best to get him to do the same.
Explicit, planned action. In a negotiating setting, this may include conceding on a point, making a new proposal, breaking a variable into parts, or changing the negotiating process by bringing in new people or big guns.
Manage conflicts by shifting style, making concessions — or walking away.
Remember: Conflict is a choice. The use of conflict SHOULD be a function of your power-balance analysis. Good negotiators stay as calm as they want to through the proper application of tactics and style.
Don’t get emotional, reactive, or tripped up by his emotional tactics.