Don’t be caught unprepared by hard bargainers, warn Mnookin ^[1], Peppet, and Tulumello in Beyond Winning ^[2]. Here is their Top 10 list of common tactics to watch out for:

1. Extreme claims 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.

When you make an offer, wait for a counteroffer before reducing your demands. Don’t bid against yourself.

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. Grow a thick skin.

7. Bluffing, puffing, and lying.

• Exaggerating and misrepresenting facts can throw you off guard. Be polite but skeptical.

8. Threats and warnings.

• Recognizing 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.