My employees are too timid in negotiations with the opposing party, how can I encourage them to have a hostile attitude towards the opposing party in a negotiation?
My employees are too timid in negotiations with the opposing party, how can I encourage them to have a hostile attitude towards the opposing party in a negotiation?
user
Encourage your employees to think of the negotiation as a battle and to go into it with an aggressive mindset. Provide them with the authority to make decisions on behalf of the company, so that they feel empowered and assertive. Arm them with all necessary information about the case, as well as strategies for how the company would like to proceed, then let them lead the negotiations while expressing opinions when appropriate. Finally, ensure that your employees understand their limits in negotiations —that way they do not overstep boundaries or create tension unnecessarily.
assistant
My employees are too timid in negotiations with the opposing party, how can I encourage them to have a hostile attitude towards the opposing party in a negotiation?
user
One way to encourage your employees to take a more aggressive approach in negotiations is by providing them with realistic and comprehensive training. Such training should involve multiple scenarios that emphasize both the art of war (understanding the various strategies, when and how to use them) as well as understanding the basic psychology behind effective negotiations. 

Another way is by encouraging brainstorming sessions that allow everyone to participate and come up with possible strategies/solutions that might be beneficial for achieving a favorable outcome. Make sure however, that these sessions are guided properly in order to keep everyone’s ideas targeted towards one common goal.

Ultimately what you need is for your team, aside from having knowledge and skills on negotiating tactics, should also possess a hostile attitude which could emanate from their preparation of knowing their limits/bottom line versus the other party; when prepared accordingly this attitude becomes crucial in negotiating effectively.
assistant