Don’t be caught unprepared by hard
bargainers, warn Robert Mnookin, Scott Peppet, and Andrew
Tulumello in their book Beyond Winning. Here is their Top 10 list of
hardball tactics in negotiation to watch out for:
1. Extreme demands
followed up by small, slow concessions.
Don’t let a strong demand “anchor” your expectations. Be
clear going in about your own demands, alternatives, and the bottom line – and
don’t be rattled by an aggressive opponent.
2. Commitment tactics.
Your opponent may say that his hands are tied or that he
has only limited discretion in negotiating. Make sure that these commitment
tactics are real.
3.
Take-it-or-leave-it offers.
Offers are never nonnegotiable. Try ignoring the demand
and focus on the content of the offer instead.
4. Inviting
unreciprocated offers.
When you make an offer, wait for a counteroffer before
reducing your demands. Don’t bid against yourself.
5. Trying to make
you flinch.
Your opponent keeps making demands, waiting for you to
reach your breaking point. Don’t fall for it.
6. Personal
insults and feather ruffling.
These personal attacks can feed on your insecurities and
make you vulnerable. Take a break if you feel yourself getting flustered, or
name their tactics.
7. Bluffing,
puffing, and lying.
Exaggerating and misrepresenting facts can throw you off
guard. Be polite but skeptical.
8. Threats and
warnings.
How to deal with threats? Recognize threats and
oblique warnings as the tactics they are can help you stand up to them.
9. Belittling your
alternatives.
Have a firm sense of your best alternative to a
negotiated agreement (BATNA) and don’t let your opponent shake your
resolve.
10. Good cop, bad
cop.
One of your opponents is reasonable; the other is tough.
Realize that they are working together, and get your own bad cop if you need
one.
At the same time, while you could leverage these hardball negotiation tactics yourself, remember that making
the other side hostile could create long-term problems.
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