Never use the word you, as it puts people on the defensive. Always, listen and be curious. Ask what the goal is. Offer options so they can feel like they were able to be part of the solution and if someone is just taking their bad day out of you. Remind yourself you don’t know what’s happening in their world and it is best to be kind but assertive

Everyone wants to feel like they have "won" in a negotiation, especially "tough" stakeholders. Listen to what they are saying/asking for and figure out what you can concede that does not cost you much. This way you both win - they get something else that doesn't cost you much.

Um bei Verhandlungen mit einem schwierigen Stakeholder professionell aufzutreten, ist emotionale Intelligenz entscheidend. Ich konzentriere mich auf Selbstwahrnehmung, um meine eigenen Emotionen zu erkennen und kontrolliert zu reagieren. Empathie hilft mir, die Perspektive des Stakeholders nachzuvollziehen und seine Interessen zu verstehen, was oft Spannungen mindert. Durch aktives Zuhören signalisiere ich Respekt und halte die Kommunikation sachlich. Selbst in kritischen Momenten reagiere ich diplomatisch und wertschätzend, um ein konstruktives Gespräch zu fördern und persönliche Konflikte zu vermeiden. So bleibt die Verhandlung auf einem professionellen Niveau.

Engage the Stakeholder from the onset to establish what their desired outcome(s) are and quantify the benefits, on a priority basis, of achieving it/them. Facts, facts facts. Eliminate emotion up front and agree with the Stakeholder on what a successful negotiation looks like. Don't spend time and energy negotiating non critical issues but leverage them to achieve the desired outcome. It is also imperative that you understand what is important to the targeted supplier. This is Purchasing heresy but cost savings/avoidance are often out weighed by business benefit. Learn to identify and quantify those benefits for reporting purposes.

In tough contract negotiations, maintaining professionalism is essential. Here’s my approach: Listen and Validate: I actively listen and acknowledge the other party's concerns, which helps build trust and ease tension. Focus on Data: I steer the conversation back to facts, using data to ground the discussion, keeping emotions in check. Stay Calm and Confident: My body language and tone remain steady, projecting calmness and inviting collaboration. Keep Perspective: I focus on achieving a balanced outcome, reminding myself of the bigger relationship. How do you handle high-stakes negotiations?

Sometimes you need to keep aside your ego and appreciate the other side's logical point of view and thoughts while negotiating critical clauses. This will convey that you value their opinion and gain trust in the counterpart which helps you to put forth your point of view and make them understand your company's stand. This is what you can say is " Give and take" relationships.

Alright, here’s the deal: Stop trying to “maintain a professional demeanor.” That’s corporate speak for “let’s pretend we’re not human.” Instead, flip the script. Acknowledge the tension right off the bat, like, “Look, we both know this part isn’t fun. So let’s cut through the B.S. and find a win for both sides here.” Keep it real, be direct, and ditch the poker face. If they’re tough, show them you’re tougher—by being transparent, not defensive. It’s way harder to play games with someone who’s just laid all their cards on the table. And remember: the goal isn’t to win the conversation, it’s to win the deal.

One thing I've found helpful is to keep listening to the stakeholder, his/her issues / suggestions while staying focused on your goals / outcome of the negotiations. You may have to tweak a bit depending on the negotiation points.