When negotiating with a client who dominates the conversation, it’s essential to maintain both composure and control. Equip yourself with thorough preparation, ensuring you have the facts and context to navigate any objections. Set clear boundaries early, but frame them in a way that positions them as necessary for a constructive outcome, rather than rigid limits. Active listening is crucial; take time to acknowledge their points fully, creating a sense of rapport, but always steer the conversation back to your objectives. Assertive control in negotiations is less about confrontation and more about shaping the dialogue in a way that serves your needs.

When facing clients who dominate negotiations, I rely on a clear framework: 1️⃣ Define Boundaries I separate topics into negotiable and non-negotiable areas. Negotiable aspects (e.g., scope, deliverables) allow for open discussion to find common ground. Non-negotiable areas, like critical deadlines or minimum conditions, remain firm. 2️⃣ Communicate Calmly and Firmly I explain non-negotiable points politely yet assertively, focusing on why they’re essential while offering alternatives within the negotiable scope. This approach builds trust, sets expectations, and ensures productive outcomes for both sides.

When dealing with a client who dominates negotiations, the key is to remain calm and confident while steering the conversation back to balance and the important points. I focus on preparation; knowing my data, priorities, and non-negotiables ensures I can hold my ground. I would ask thoughtful, open-ended questions to shift the dialogue and reframe the conversation around mutual value. If interruptions occur, I would pause, reset, and restate my position clearly. Asserting my role is about confidence, clarity, and respect; when clients see I’m prepared and focused on shared success, the dynamic begins to shift.

Use the P.O.I.S.E. Framework to assert your position Prepare: Go into the negotiation with clear goals, data, and a strong understanding of your value. Observe: Pay attention to their behavior and tactics. Identify when they dominate and look for opportunities to interject strategically. Influence: Assert your position calmly and confidently by framing your points around their priorities and mutual benefits. Set Boundaries: Firmly yet respectfully steer the conversation back to balance if they interrupt or overpower. Use phrases like "Let me finish that thought" or "I’d like to ensure both sides are heard." Engage: Foster collaboration by asking open-ended questions and encouraging a dialogue rather than a monologue.

As a corporate lawyer, when a client dominates negotiations, I assert my position effectively by establishing my role as a trusted advisor early on. I use clear, concise language to present legal and strategic insights, emphasizing the risks and implications of their decisions. I remain calm and composed, ensuring my voice is heard by respectfully redirecting discussions to key priorities. Active listening allows me to address their concerns while reinforcing my professional expertise. I maintain control and ensure balanced, productive negotiations by framing my points as solutions that align with their objectives.

Como advogada empresarial e corporativa, já me deparei com diversos perfis de clientes. Se o cliente é mais resistente e dominador quanto à condução da negociação, procuro ser didática e bem clara quanto aos pontos que há margem de flexibilidade e, portanto, liberdade de negociar e os pontos em que, seja pela legislação ou características do negócio, não são passíveis de flexibilidade, deixando bem claro o motivo. O tom da voz, a maneira de comunicar é o segredo, pois ao mesmo tempo em que deve-se transmitir credibilidade e segurança ao cliente, é importante manter o tom amigável e a paciência.