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.
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.