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Books Video icon An illustration of two cells of a film strip. Video Audio icon An illustration of an audio speaker. Audio Software icon An illustration of a 3. By this time those present will identify with you and the verbal bully will be an embarrassment and no longer an amusement.
The verbal bully and those who practice these emotional ploys have usually learned this behavior as children. It may have been observed in a role model or picked up through trial and error. Those tactics which led to rewards were retained, and those which resulted in punishment or pain were discarded.
Be reminded that when an adult negotiator occasionally lets fly—engages in a verbal attack—it can be assumed that it is usually unconscious behavior. The best track under these circumstances is to wait until the outburst is over and then thank the person for explaining his or her views so clearly and forcefully.
This reaction on your part most always makes the other person regret the outburst, and the person may even become more amenable. Since the remaining three steps in the competitive Soviet style are consistent with what has been said previously, we can now pick up the pace.
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