Commit to refrain from engaging in these tactics yourself. There are typically better ways of achieving goals. Identify and prepare for your counterpart’s hard-bargaining tactics. The better prepared you are for hard-bargaining negotiation strategies, the better you will defuse them.

Small, slow concessions follow extreme demands. This tactic can unnecessarily drag out negotiations. To head off this tactic, have clear intends, the best alternative to a negotiated agreement (BATNA), the Walk-Aways, and a deep Wish List. Let an aggressive opponent not rattle you.

Empowerment tactics. Your opponent may say his hands are tied or cannot negotiate an issue. Ask good questions and insist on dealing with someone empowered to negotiate the matter.

Take-it-or-leave-it proposal. Proposals are almost always negotiable. Focus on the proposal’s content and then make a well-thought-out counter proposal that builds on the other party’s offer.

Concession without counterproposal. You have asked for a response to your proposal. The other side does not make a counterproposal but demands a concession. How would you handle this?
First, ask the other party questions about your proposal. Is it acceptable? If not, why not? What part of your proposal is good? What item is not sufficient? Why?
Second, ask, “suppose I agree to the concession you requested, then would you accept and sign my proposal without any further bargaining?”
If the answer is “No,” ask, “Under what circumstances will you accept my proposal?” Or “what is your counteroffer?”
Let the other party know you will only engage in a reciprocal exchange.

Circular argument. Attacking and defending, interrupting and not listening, arguing, persuading, and sarcasm to score points are signs of circular argument. Take a break if you feel flustered, and let the other party know that you won’t tolerate insults and other cheap ploys.

Misinformation. Misrepresenting facts can throw you off guard. Research and confirm facts, promises, and claims.

Threats. Recognize threats of sanctions. Ignoring and naming them can be two effective strategies for defusing them.

Trivializing your BATNA. Stick to your position. The other party might try to make you give in by belittling your BATNA.

Good cop, bad cop. When facing off with a two-negotiator team, you may find that one person is reasonable and the other is tough. Realize they are working together and refrain from being taken in by such old-hat tactics.

I am an executive coach and strategy consultant helping companies make negotiation skills their corporate capability. I conduct negotiation and leadership skills training workshops for medium to large companies. I would love to hear about your experiences! Please share your stories here.  

Thank you. 

Satish Mehta
Author, Speaker, Coach
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