Don’t be caught unprepared by hard bargainers, warn Mnookin, Peppet, and Tulumello in Beyond Winning. Here is their Top 10 list of common tactics.
hard bargainers
The following items are tagged hard bargainers.
Identify your negotiating style
Have you ever wondered if your negotiating style is too tough or too accommodating? Too cooperative or too selfish? You might strive for an ideal balance, but, chances are, your innate and learned tendencies will have a strong impact on how you negotiate. Wise negotiators seek to identify these tendencies and enhance them according to
Tempering Your Temper
Adapted from “The Downside of Anger,” first published in the Negotiation newsletter.
According to conventional wisdom, responding angrily to another negotiator’s offer sometimes helps you get more of what you want.
This notion is confirmed by some recent studies. In 2004, for example, professor Gerben A. van Kleef of the University of Amsterdam and his colleagues
When the going gets tough…
Adapted from “Taming Hard Bargainers,” by Robert C. Bordone (professor, Harvard Law School), first published in the Negotiation newsletter.
Suppose you’re about to face off with an “old school” negotiator whose reputation for hard bargaining precedes him. You know you’re supposed to adopt a collaborative approach for the best results, but what about when the other
James Sebenius, Vice Chair of Practice-Focused Research, PON Executive Committee
Professor Sebenius specializes in analyzing and advising on complex negotiations. At PON, he is a co-chair of the Great Negotiator Award Committee. In 1982, he co-founded and still directs the Negotiation Roundtable, an ongoing forum in which hundreds of negotiations have been examined to extract their most valuable lessons.
Negotiating with Your Children
Negotiating with your children may seem counterintuitive but parents can build stronger relationships with them by implementing a problem-solving approach when trying to resolve family conflicts.
In his book How to Negotiate with Kids…Even When You Think You Shouldn’t (Viking, 2003), Scott Brown, a founder of the Harvard Negotiation Project at Harvard Law School, outlines a
Dealing with Difficult People and Difficult Situations
In this program, you will learn how to negotiate with someone who refuses to cooperate and bargain in good faith, or who stonewalls and won‘t bargain at all. You will learn what to do when the other side resorts to threats, dirty tricks or personal attacks, as well as how to break through negotiating logjams created by a hard bargainer’s bad behavior without ruining your chances for success.
Based on a set of breakthrough strategies you can use to turn aside attacks, escape from seemingly impossible situations and move from face-to-face confrontation to more productive negotiating results.
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