Negotiation is a course of action to achieve goals through communication with at least one other party, with the supposed outcome an agreement. The two parties have a conflict, or have differences that may result in conflict.
In any case, one party has the ability to prevent other from achieving its goal. Negotiations may get harsh and one might have to adopt authoritative leadership in handling conflicts. Competitors want to win.
This style may be the right approach when the outcome is more important to you than the cost of achieving it. Abrasive negotiations require an authoritative leadership in handling conflicts from the negotiator. Authoritative leadership in handling conflicts is required when one is dealing with the “Aggressor's, they try to put you off balance with outrageous statements, insults or threats.
They would constantly interrupt the other person to stamp their authority. In recognizing behavior which is specific to conflict situations another kind is that of ‘Hot Potatoes’. They will try to shift focus from themselves to you or other parties.
This type of negotiating is taken in some culture as a symbol of power. Negotiations normally happen with equals, near equals or when one party has something the other desires or needs. By humiliating the other party, the abrasive negotiating is a sign of force or superior standing.
Competitive natures can force this kind of negotiations, since the negotiator wants to take as much as probable from the other party and even cause damage.
This kind of negotiations takes place when private dislikes for others consequences the emotional baggage disturbing the dialogue.
Authoritative leadership in handling conflicts can be a premeditated tactic to put the other party on the self-protective mode in the hope that the off-putting emotional state will affect unintentional disclosure of information or the person approving the terms and conditions they would by no means agree to if in a rational condition.