Borderline Personality Disorder
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Identification
Borderline Personality Disorder (BPD) may experience acute episodes of anger, depression, and anxiety of varying duration. In the negotiation context, this manifests by a pattern of extreme idealization and evaluation of the negotiating parties or inappropriate, intense anger, difficulty controlling anger or temper. Negotiators may cling to deals or relationships interpreting them as abandonment and clutch onto bad deals, or experience extreme loss when a negotiated relationship ends or is terminated.
Perhaps the majority of all humans could have a psychological diagnosis - humans negotiate and nothing in The Persuasion Lab is meant to stigmatize negotiators who may have one trait or another nor to professional diagnosis or treatment, please consult a professional if you have further concerns. (See Complete list DSM-V 301.83 (F60.3)
Example
You are resolving a royalty deal.
Solution
The solution in how to deal with negotiations or individuals with BPD is derived from treatment areas espoused by the Mayo Clinic. Get the party to focus on basic functions (upset about the outcome, redirect to areas of the business that deal with operations); communicate the parties should anticipate feeling uncomfortable; recognize feelings and emotional aspects in dynamic; mention how the BPD sufferer may empathize with your position.
It may be easiest to avoid the interaction with these individuals entirely but this may not be possible with key persons in your transaction or dispute. Intermediaries may be needed: psychological and psychiatric counselors, lawyers, mediators, arbitrators, and judges.