Intimidation:  Fear to assert yourself, your feeling or your function which arises from the perception of being in an inferior position to your adversary. 

Answer to being Intimidated:

Build Negotiation skills 

I faced a horrible situation some time ago:

1. We had a manufacturer defect cause serious problems with one of our installations.  In short we wound up having to refund our one and only system in 25 years. 
2. The manufacturer stood behind us financially as best they could but no matter how you looked at it it was going to be a financial loss for us.  I prayerfully journalled and fellowshipped my journaling with people I trust every time I am in a really tough pickle.   Through journaling I boiled everything down to a few honest undeniable facts to present to their leadership and because both they and we had integrity we agreed to a settlement without any legal involvement.  I had an attorney draft up a no liability form they would sign as a condition of receiving the settlement check.

I was in the weak position.  I felt incredibly intimidated by the size, wealth, resources etc of the company we faced.  I wrote out what I thought they would say and then I wrote what I would say in response.  As I journalled I listened to my first dialog as if I were the client and my found most of my answers were unacceptable by my own standard. 

When you have integrity and know you owe something back to be fair and equitable you still cannot put yourself in a groveling position.  If you find all your predicted responses to be something like "It wasn't all our fault.  We tried to make it right.  I was wrong.  I am sorry.  Even when you are not adversarial and want to treat the customer right, you cannot put yourself in the unfair position of giving the farm away.  

Write out every possible argument you believe they will make.  Chances are they are going to shoot from the hip and won't take this careful approach. 

In your journalling, answer their arguments over and over until you have lost most of your intimidation by finding answers you would accept if in their position.

Give short answers with solid facts and dignity.

Technique:  Answer an accusation with a question that balances the blame and refocuses the attention on them.  Example- Have you never upset a client? Did you read the agreement you signed?

Do not take the lower position. 

I told them I expected them to see the integrity in our company, willingness to resolve this conflict, and respect our forthrightness.  I looked forward to doing business with them in the future. 

Bathe your journalling in prayer.  Whether you get what you feel if fair or not, go into the negotiating meeting having the confidence that you have included God in every aspect of this matter. 

Negotiation Meeting:

• Send your best negotiator to the table.
• Don't feel you have to resolve in this meeting.  Ask for more time to consider their point of view if you need it.   
• Memorize your opening. 
• Use notes.  Don't take notes.
• Begin with a genuine peer to peer complement to break the ice.  "Congratulations on your success in going public!  I saw the announcement in the press release"
• Word your accusations in the form of a mild question. 
• Did ___________  profit from this unfortunate situation?  Do you see how we might feel there could be a conflict of interest here?  Do you feel any responsibility for the communication disconnect regarding the problems?
• Have a plan A, B, C and D.
• Have written out in your notes the final resolution statement for each plan and ask for exactly what you want.  I think we should write up our agreement, have both of us sign it and get you a check as soon as possible. 
• Make it your goal to learn something from this great experience.  If you stand to lose a lot, make it worth your investment.