After being accused of overcharging, Brian steps back and redirects the negotiation back to the issues being discussed. Brian is engaging in negotiation jujitsu.

Question

Quizplus · Accepted Answer

Negotiation jujitsu involves redirecting the negotiation back to the issues being discussed when the other party becomes aggressive or makes unfounded accusations. In this scenario, Brian is engaging in negotiation jujitsu by not getting defensive and instead redirecting the conversation to the issues being discussed.

After Being Accused of Overcharging, Brian Steps Back and Redirects