How do you deal with unexpected questions and attitudes during negotiation?

When faced with unexpected questions and attitudes during negotiation, I remain calm and composed, taking a moment to assess the situation before responding. Active listening is crucial; it allows me to understand the other party's perspective and address their concerns effectively. I also aim to remain flexible, adapting my strategy as needed while maintaining a focus on common goals. Ultimately, fostering open communication helps to navigate any surprises and build rapport.