10 Hard-Bargaining Tactics to Watch Out for in a Negotiation

10 Common Hard-Bargaining Tactics & Negotiation Skills · Extreme demands followed up by small, slow concessions. · Commitment tactics. · Take-it-or ... × PONDailyBlog PON–ProgramonNegotiationatHarvardLawSchool-https://www.pon.harvard.edu Comment Somenegotiatorsseemtobelievethathard-bargainingtacticsarethekeytosuccess.Theyresorttothreats,extremedemands,andevenunethicalbehaviortotrytogettheupperhandinanegotiation. Infact,negotiatorswhofallbackonhard-bargainingstrategiesinnegotiationaretypicallybetrayingalackofunderstandingaboutthegainsthatcanbeachievedinmostbusinessnegotiations.Whennegotiatorsresorttohard-bargainingtactics,theyconveythattheyviewnegotiationasawin-loseenterprise.Asmallpercentageofbusinessnegotiationsthatconcernonlyoneissue,suchasprice,canindeedbeviewedaswin-losenegotiations,ordistributivenegotiations. ClaimyourFREEcopy:BATNABasics Discoverhowtounleashyourpoweratthebargainingtableinthisfreespecialreport,BATNABasics:BoostYourPowerattheBargainingTable,fromHarvardLawSchool. Muchmorecommonly,however,businessnegotiationsinvolvemultipleissues.Asaresult,theseso-calledintegrativenegotiationsgivepartiesthepotentialtocreatewin-winoutcomes,ormutuallybeneficialagreements.Businessnegotiatorscannegotiatebybrainstormingcreativesolutions,identifyingdifferencesinpreferencesthatcanberipefortradeoffs,andbuildingtrust. Unfortunately,whenpartiesresorttohard-bargainingtacticsinnegotiationswithintegrativepotential,theyriskmissingoutonthesebenefits.Becausenegotiatorstendtorespondinthewaytheyaretreated,oneparty’snegotiationhardballtacticscancreateaviciouscycleofthreats,demands,andotherhardballstrategies.Thispatterncancreateahard-bargainingnegotiationthateasilydeterioratesintoimpasse,distrust,oradealthat’ssubparforeveryoneinvolved. 10CommonHard-BargainingTactics&NegotiationSkills Topreventyournegotiationfromdisintegratingintohard-bargainingtactics,youfirstneedtomakeacommitmentnottoengageinthesetacticsyourself.Rememberthattherearetypicallybetterwaysofmeetingyourgoals,suchasbuildingtrust,askinglotsofquestions,andexploringdifferences. Next,youneedtoprepareforyourcounterpart’shard-bargainingtactics.Todoso,youfirstwillhavetobeabletoidentifythem.IntheirbookBeyondWinning:NegotiatingtoCreateValueinDealsandDisputes,RobertMnookin,ScottPeppet,andAndrewTulumelloofferadvicetoavoidbeingcaughtoff-guardby hardbargainers.Thebetterpreparedweareforhard-bargainingstrategiesinnegotiation,thebetterablewewillbetodefusethem. Hereisalistofthe10hardballtacticsinnegotiationtowatchoutforfromtheauthorsof BeyondWinning: Extremedemandsfollowedupbysmall,slowconcessions.Perhapsthemostcommonofallhard-bargainingtactics,thisoneprotectsdealmakersfrommakingconcessionstooquickly.However,itcankeeppartiesfrommakingadealandunnecessarilydragoutbusinessnegotiations.Toheadoffthistactic,haveaclearsenseofyourowngoals,bestalternativetoanegotiatedagreement(BATNA),andbottomline–anddon’tberattledbyanaggressiveopponent. Commitmenttactics.Youropponentmaysaythathishandsaretiedorthathehasonlylimiteddiscretiontonegotiatewithyou.Dowhatyoucantofindoutifthesecommitmenttacticsaregenuine.Youmayfindthatyouneedtonegotiatewithsomeonewhohasgreaterauthoritytodobusinesswithyou. Take-it-or-leave-itnegotiationstrategy.Offersshouldrarelybenonnegotiable.Todefusethishard-bargainingtactic,tryignoringitandfocusonthecontentoftheofferinstead,thenmakeacounter-offerthatmeetsbothparties’needs. Invitingunreciprocatedoffers.Whenyoumakeanoffer,youmayfindthatyourcounterpartasksyoutomakeaconcessionbeforemakingacounterofferherself.Don’tbidagainstyourselfbyreducingyourdemands;instead,indicatethatyouarewaitingforacounteroffer. Tryingtomakeyouflinch.Sometimesyoumayfindthatyouropponentkeepsmakinggreaterandgreaterdemands,waitingforyoutoreachyourbreakingpointandconcede.Namethehard-bargainingtacticandclarifythatyouwillonlyengageinareciprocalexchangeofoffers. Personalinsultsandfeatherruffling.Personalattackscanfeedonyourinsecuritiesandmakeyouvulnerable.Takeabreakifyoufeelyourselfgettingflustered,andlettheotherpartyknowthatyouwon’ttolerateinsultsandothercheapploys. Bluffing,puffing,andlying.Exaggeratingandmisrepresentingfactscanthrowyouoffguard.Beskepticalaboutclaimsthatseemtoogoodtobetrueandinvestigatethemclosely. Threatsandwarnings.Wanttoknow howtodealwiththreats?Thefirststepisrecognizingthreatsandobliquewarningsasthehard-bargainingtacticstheyare.Ignoringathreatandnamingathreatcanbetwoeffectivestrategiesfordefusingthem. Belittlingyouralternatives.TheotherpartymighttrytomakeyoucaveinbybelittlingyourBATNA.Don’tlethershakeyourresolve. Goodcop,badcop.Whenfacingoffwithatwo-negotiatorteam,youmayfindthatonepersonisreasonableandtheotheristough.Realizethattheyareworkingtogetheranddon’tbetakeninbysuchhard-bargainingtactics. Arethereanyotherhard-bargainingstrategiesinnegotiationthatyou’veencounteredthatyouwouldaddtothislist?Wewouldlovetohearfromyou! ClaimyourFREEcopy:BATNABasics Discoverhowtounleashyourpoweratthebargainingtableinthisfreespecialreport,BATNABasics:BoostYourPowerattheBargainingTable,fromHarvardLawSchool. RelatedPostsNegotiationResearch:WhenManyBATNAsAreWorseThanOnePowerinNegotiations:HowtoMaximizeaWeakBATNALearningfromBATNAExamplesinNegotiationManagingDifficultNegotiatorsHowNegotiatorsCanStayonTargetattheBargainingTable Comment Comments NoResponsesto“10Hard-BargainingTacticstoWatchOutforinaNegotiation” Ilovedthearticle!Ibelieveinnegociation! Reply Thisisahelpfullist. Iunderstandthepointaboutbiddingagainstoneself,buttherearetimeswhenitistoyouradvantage.Let’ssayyour“opponent”makesaveryhighanchor;youcounterwithaverylowanchor.Let’ssayyour“opponent”says“youhavetodobetter.”Itistoyouradvantagethatyouropponenthasacceptedyouranchorasthefocalpointratherthanhishighanchor.Itiseasiertoinchuptofindtheotherperson’sreservationprice,thanhavingtoworkdownfromahighfirstoffer.Iwouldjustassoonmyopponentnotholdontohisanchorbutratheracceptsmine.Ifthatmeansbiddingagainstmyself,sobeit. Reply Recentlyfoundthispost.It’sagreatlist.Itendtothink,baseduponexperiencethatnegotiationisasmuchabouteducationasitisaboutpreparation.Preparationiskey–knowingyourworth,knowingyourindustryandknowingyournegotiatingpartner’sindustryandneeds.ButIfindthebestwaytoreachthemaximumpotentialofanynegotiationiswhenyouarecontrollingthenarrativeandeducatingyournegotiatingpartnerinapersuasivemanner.HereisablogIrecentlywrotediscussingthatsortofpreparationandeducation.http://www.thenewyorklawblog.com/2016/07/negotiation-basics-newyork-small-business.html Reply Therearetwogeneraltypesofbargaining,distributivebargainingandintegrativebargaining. Reply myrulesofbargainingaresimple. 1.understandwhatyouwanttoachieve. 2.understandwhattheothersidewantstoachieve 3.understandthewhyforboth 4.understandeachother’swalkawaypoint 5.negotiate,negotiate,negotiate,negotiate 6.neverlettheothersidewalkawayemptyhanded. 7.nevergointoanegotiationyouarenotpreparedtowalkawayfrom. Reply Inotherwords,theTrumpNegotiationMethod.Goodarticle.Thankyou. Reply AnexcellentsummationoftheHarvardMethod.Iimaginethatyourcounter-partsenjoyreachingmutuallybeneficialagreementswithyou. Reply Neverknewthatseatingplancanhavethisbigeffect.Excellentexampleandbeautifulexplanation Reply Thisarticleassistedmeduringmyprocurementassignment,cheerstotheauthor Reply Asnegotiationprof,it’strickytoteachtheseconceptswithoutaddressinghowvariousnational&international“leaders”usesthesetactics.Icanteachstudentsnottouseorbendtothem,buttheyseeitbeingusedbypeopletomaintainandacquirepower.ThismismatchofwhatIsayandwhattheyseemustbeaddressed. Reply Thisarticleassistedmeduringmyprocurementassignment,cheerstotheauthor Reply Thisarticleassistedmeduringmyprocurementassignment,cheerstotheauthor Reply Clickheretocancelreply. LeaveaReplyCancelreplyYouremailaddresswillnotbepublished.Requiredfieldsaremarked*Name* Email* Website Savemyname,email,andwebsiteinthisbrowserforthenexttimeIcomment. Δ Spring2022Programs DownloadBrochure: June&July2022 RegisterOnline: June&July2022 LearnMoreaboutNegotiationandLeadership Fall2022Programs DownloadBrochure: Fall2022 RegisterOnline: Fall2022 LearnMoreaboutNegotiationandLeadership NOVEMBER2022HARVARDNEGOTIATIONMASTERCLASS DownloadNovember2022Brochure RegisterOnline ReadMore SelectYourFreeSpecialReport NegotiationMasterClassNovember2022ProgramGuide NegotiationandLeadershipIn-PersonFall2022Brochure NegotiationandLeadershipIn-PersonSpring/Summer2022Brochure NegotiationandLeadershipMarchandApril2022Brochure MaketheMostofOnlineNegotiations ManagingMultipartyNegotiations GettingtheDealDone SalaryNegotiations OvercomingCulturalBarriersinNegotiation NegotiationTraining:HowHarvardNegotiationExercises,NegotiationCasesandGoodNegotiationCoachingCanMakeYouaBetterNegotiator TeachingNegotiationResourceCenter TeachingMaterialsandPublications StayConnectedtoPON PreparingforNegotiation Understandinghowtoarrangethemeetingspaceisakeyaspectofpreparingfornegotiation.Inthisvideo,ProfessorGuhanSubramaniandiscussesarealworldexampleofhowseatingarrangementscaninfluenceanegotiator’ssuccess.Thisdiscussionwasheldatthe3dayexecutiveeducationworkshopforseniorexecutivesattheProgramonNegotiationatHarvardLawSchool. GuhanSubramanianistheProfessorofLawandBusinessattheHarvardLawSchoolandProfessorofBusinessLawattheHarvardBusinessSchool. Articles&Insights BATNA NegotiationResearch:WhenManyBATNAsAreWorseThanOne PowerinNegotiations:HowtoMaximizeaWeakBATNA LearningfromBATNAExamplesinNegotiation ManagingDifficultNegotiators HowNegotiatorsCanStayonTargetattheBargainingTable BusinessNegotiations Win-WinBargaining:PrivateNegotiation,PublicAuction,orBoth? ABusinessNegotiationCaseStudy:EndingtheNHLLockout DealingwithCulturalBarriersinBusinessNegotiations NegotiationinBusiness:Ethics,Bias,andBargaininginGoodFaith ShouldSalaryExpectationsBeaLaughingMatter? ConflictResolution ACaseStudyofConflictManagementandNegotiation AdvancedNegotiationStrategiesandConcepts:HostageNegotiationTipsforBusinessNegotiators HowtoManageConflictatWork ConflictManagementSkillsWhenDealingwithanAngryPublic AwayfromthePodiumandOfftotheBalcony:WilliamUryDiscussestheDebtCeilingNegotiationsFacingObamaandUSCongressionalRepublicans CrisisNegotiations WhatisCrisisManagementinNegotiation? FamousNegotiationsCases–NBAandthePowerofDeadlinesattheBargainingTable InCrisisNegotiations,StayRationalUnderPressure NegotiatingControversialIssuesinDifficultNegotiations Learningfromcrisisnegotiations DealingwithDifficultPeople ExamplesofDifficultSituationsatWork:ConsensusandNegotiatedAgreements DealingwithDifficultPeopleandNegotiation:WhenShouldYouGiveUptheFight? NegotiationTips:ListeningSkillsforDealingwithDifficultPeople NegotiatingwiththeEnemy HowtoHandleDifficultCustomers Dealmaking TeamNegotiation:TackleCommonPitfalls WhatisDistributiveNegotiationandFiveProvenStrategies PowerinNegotiation:ExamplesofBeingOverlyCommittedtotheDeal MESONegotiation:TheBenefitsofMakingMultipleEquivalentSimultaneousOffersinBusinessNegotiations WhatLeadstoRenegotiation? DisputeResolution RepairingRelationshipsUsingNegotiationSkills PatienceisaWinningNegotiationSkillforGettingWhatYouWantattheNegotiationTable ChoosetheRightDisputeResolutionProcess NegotiationCaseStudies:Google’sApproachtoDisputeResolution DifficultSituationsatWork–NegotiationSkillsforDealingwithDifficultPeople InternationalNegotiation DiplomaticNegotiations:TheSurprisingBenefitsofConflictandTeamworkattheNegotiationTable DearNegotiationCoach:HowCanIImproveMyCross-CulturalNegotiationSkills? DisputeResolutionforIndiaandBangladesh CrossCulturalNegotiationsinInternationalBusiness:FourNegotiationTipsforBargaininginChina FamousNegotiators:TonyBlair’s10PrinciplestoGuideDiplomatsinInternationalConflictResolution LeadershipSkills LeadershipStylesinNegotiation:TheCaseofEbayandPaypal LeadershipSkillsinNegotiation:HowtoNegotiateEquityIncentiveswithSeniorManagement WhatIsCollectiveLeadership? NegotiationSkillsandBargainingTechniquesfromFemaleExecutives GreatWomenLeadersNegotiate Mediation ArbitrationvsMediation:What’sWrongwithTraditionalArbitration? HowMediationCanHelpResolveProSportsDisputes NegotiationResearchonMediationTechniques:FocusonInterests MediationvsArbitration–TheAlternativeDisputeResolutionProcess Interest-BasedNegotiation:InMediation,FocusonYourGoals NegotiationSkills DearNegotiationCoach:ManagingExpectationsand“BeingNice” ValueClaiminginNegotiation AskANegotiationExpert:LearningFromHumanitarianNegotiationsAmidInternationalConflict NegotiationStrategies:EmotionalExpressionattheBargainingTable BodyLanguageinNegotiationCanBuildRapport—WithoutSayingaWord NegotiationTraining NegotiationTraining:What’sSpecialAboutTechnologyNegotiations? BestNegotiationBooks:ANegotiationReadingList UseaNegotiationPreparationWorksheetforContinuousImprovement TheImportanceofaRelationshipinNegotiation EthicsandNegotiation:5PrinciplesofNegotiationtoBoostYourBargainingSkillsinBusinessSituations SalaryNegotiations AreSalaryNegotiationSkillsDifferentforMenandWomen? HowtoNegotiateaHigherSalary WhyGreatNegotiatorsEarnMoreMoney MaketheMostofYourSalaryNegotiations JobNegotiationAdvicetoHelpYouSucceed TeachingNegotiation TheCollectiveLeadershipApproachtoNegotiatingClimateAction TeachingwithMulti-RoundSimulations:BalancingInternalandExternalNegotiations SallySopranoAll-In-OneCurriculumPackageisNowAvailable! PlanningYourSyllabusforNextSemester?CheckOuttheBriefCourseOutlinesfromtheTNRC Three-PartyCoalitionAll-In-OneCurriculumPackageNowAvailable! Win-WinNegotiations WinWinNegotiation:ManagingYourCounterpart’sSatisfaction Win-WinNegotiationStrategiesforRebuildingaRelationship HowtoCreateWin-WinSituations HowtoUseTradeoffstoCreateValueinYourNegotiations LaborNegotiationStrategies PONPublications NegotiationJournal NegotiationDataRepository(NDR) HarvardNegotiationLawReview Resources Podcasts Videos Webcasts Login Email Password RememberMeThissettingshouldonlybeusedonyourhomeorworkcomputer. Lostyourpassword?Createanewpasswordofyourchoice. × Copyright©2022NegotiationDaily.Allrightsreserved.