hardball strategy

The following items are tagged hardball strategy:

How to Deal with a Hardball Strategy When You Have a Weak BATNA

Posted by & filed under BATNA.

In negotiation, visions of collaborating to create new sources of value can quickly evaporate when the other party engages in a hardball strategy—such as penalizing us financially, attacking our reputation, walking away, or threatening to do all of the above. Suddenly we find ourselves on the defensive, scrambling to do more than just break even. That’s … Read