Sudden demands in contract talks are an opportunity to demonstrate strategic expertise. Frame the request as a chance for collaboration rather than conflict. Ask precise questions to uncover the interests behind the demand, revealing priorities that can be leveraged to propose alternatives aligning with shared goals. Use silence to create space for reflection, avoiding unnecessary confrontation. Reframe the discussion to highlight how your original terms deliver mutual value, reinforcing the strength of your position. Holding your ground is not about resistance but transforming unexpected demands into strategic opportunities.

Three key strategies help you maintain your position: First, if you have prepared the negotiations thoroughly, you will usually be able to anticipate what claims the other side can come up with or present the solutions they are likely to pursue. In other words, preparation provides you with the necessary information. Second, go back to the basics of negotiation by showing that you are a competent negotiator who engages in active listening and succeeds at communicating clearly. Third, if the other side suddenly comes up with demands or makes requirements that were not outlined in the contracts, the problem creates risks. Therefore, make sure you know the concepts and theories behind their tactics. .

When unexpected demands come up during contract talks, it’s important to stay calm and focused. First, listen carefully to what’s being asked and ask questions if you need clarity. Take a moment to think about how these demands affect your position. You can politely express your concerns and explain why some demands may not be feasible for you. It’s also helpful to stick to your goals and the original agreements you discussed. If necessary, be open to finding compromises that work for both sides, but don’t agree to anything that compromises your key interests.