If an opponent uses intimidation tactics, what strategy helps maintain progress?

• A. Call them on the intimidation and continue to insist on your position.
• B. Evade or walk away from the negotiation.
• C. Change the game to interest-based negotiation and use active listening by reframing demands as interests.
• D. Ignore the tactic and continue with the original agenda.

Answer: (C)

When intimidation appears, the best move is to shift to interest-based negotiation and use active listening to reframe demands as underlying interests. This approach moves the discussion away from positional battles and toward understanding what each side genuinely needs, which helps keep progress moving even under pressure.

Active listening demonstrates you’re trying to understand the other side, not just win the argument. It reduces defensiveness and uncovers hidden needs, constraints, or trade-offs that can be addressed. Reframing demands as interests invites creative solutions that satisfy both sides, making it easier to find options that work even when initial tones are aggressive.

By contrast, calling them out and doubling down on your position can heighten tension and stall progress. Evading the negotiation stops momentum and may miss opportunities to reach a deal. Ignoring the tactic and pressing ahead ignores the power dynamics at play, allowing intimidation to influence the outcome. The interest-based, listening-centered approach keeps the negotiation productive and more likely to yield a durable agreement.