Recent research suggests that many times one or both parties in an interaction will struggle with irrationality or dysfunction. Understanding the types of dysfunctional personalities that negotiators might encounter, and how to deal with them, becomes an important measure of preparation for any professional negotiator. For this reason, this article reviews how better to identify, understand, and negotiate with counterparts who exhibit challenging, difficult, and dysfunctional behaviors.

中文翻译：

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处理功能障碍：与困难的人进行谈判

最近的研究表明，互动中的一方或双方多次会因非理性或功能障碍而挣扎。了解谈判者可能会遇到的失调型人格的类型，以及如何处理它们，已成为任何专业谈判者准备工作的重要措施。因此，本文回顾了如何更好地识别，理解和与具有挑战性，困难和功能障碍行为的同行进行协商。