How do you negotiate with an elephant? Very carefully. Intimidation can take many forms: physical appearance (mean, tall, big, unfriendly); environmental (fatigue and discomfort); use of outside experts or legal authorities; use of hostages (resources, issues, people); status (bring in the CEO, president, a senior manager); threats. Recognize these intimidation techniques for what they are—negotiating tactics. Respond accordingly. don’t simply reciprocate with intimidation of your own, negotiate.