Personal attacks can feed on your insecurities and make you vulnerable. Personal insults and feather ruffling.Name the hard-bargaining tactic and clarify that you will only engage in a reciprocal exchange of offers. Sometimes you may find that your opponent keeps making greater and greater demands, waiting for you to reach your breaking point and concede. Don’t bid against yourself by reducing your demands instead, indicate that you are waiting for a counteroffer. When you make an offer, you may find that your counterpart asks you to make a concession before making a counteroffer herself. To defuse this hard-bargaining tactic, try ignoring it and focus on the content of the offer instead, then make a counter-offer that meets both parties’ needs. Take-it-or-leave-it negotiation strategy.You may find that you need to negotiate with someone who has greater authority to do business with you. Do what you can to find out if these commitment tactics are genuine. Your opponent may say that his hands are tied or that he has only limited discretion to negotiate with you. To head off this tactic, have a clear sense of your own goals, best alternative to a negotiated agreement (BATNA), and bottom line – and don’t be rattled by an aggressive opponent. However, it can keep parties from making a deal and unnecessarily drag out business negotiations. Perhaps the most common of all hard-bargaining tactics, this one protects dealmakers from making concessions too quickly. Extreme demands followed up by small, slow concessions.Here is a list of the 10 hardball tactics in negotiation to watch out for from the authors of Beyond Winning: The better prepared we are for hard-bargaining strategies in negotiation, the better able we will be to defuse them. In their book Beyond Winning: Negotiating to Create Value in Deals and Disputes, Robert Mnookin, Scott Peppet, and Andrew Tulumello offer advice to avoid being caught off-guard by hard bargainers. To do so, you first will have to be able to identify them. Next, you need to prepare for your counterpart’s hard-bargaining tactics. Remember that there are typically better ways of meeting your goals, such as building trust, asking lots of questions, and exploring differences. To prevent your negotiation from disintegrating into hard-bargaining tactics, you first need to make a commitment not to engage in these tactics yourself. 10 Common Hard-Bargaining Tactics & Negotiation Skills
This pattern can create a hard-bargaining negotiation that easily deteriorates into impasse, distrust, or a deal that’s subpar for everyone involved. Because negotiators tend to respond in the way they are treated, one party’s negotiation hardball tactics can create a vicious cycle of threats, demands, and other hardball strategies.
Unfortunately, when parties resort to hard-bargaining tactics in negotiations with integrative potential, they risk missing out on these benefits. Business negotiators can negotiate by brainstorming creative solutions, identifying differences in preferences that can be ripe for tradeoffs, and building trust. As a result, these so-called integrative negotiations give parties the potential to create win-win outcomes, or mutually beneficial agreements. Much more commonly, however, business negotiations involve multiple issues.
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Discover how to unleash your power at the bargaining table in this free special report, BATNA Basics: Boost Your Power at the Bargaining Table, from Harvard Law School.
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