In business negotiations, we sometimes face the task of dealing with difficult people—those who seem to pick fights, hold offensive views, or rely on hard-bargaining tactics. Some of us naturally turn away from such difficult negotiations. Others choose to try to overlook or overcome the flaws they see in potential negotiating partners.

Republican Congressman Steve Scalise of Louisiana falls into the latter category. According to Scalise’s friends and associates, “He will go anywhere, and talk to anyone,” writes Jason Horowitz in a recent profile of the representative in the New York Times.