One party’s negotiation hardball tactics can escalate into threats, demands, and positional bargaining on both sides. This can often create a negotiation that can quickly deteriorate into distrust, move the parties towards an impasse, or a deal that won’t get ratified. Here are ten ways you can combat hard bargaining tactics:
- Personal insults. Personal attacks can rile you up and make you feel like you have to respond to the person making the insults. Take a break if you feel angry, and let the other party know you won’t tolerate insults and personal attacks.
- Extreme demands are followed up by small, slow concessions. Have a clear sense of your goals, always think about the best alternative to a negotiated agreement (BATNA), and keep in mind the bottom line—and don’t be rattled by a forceful opponent.
- Commitment tactics. One party may say that their hands are tied or they have limited discretion when negotiating with you. Do what you can to determine if these commitment tactics are genuine and ensure people with the authority to enter into an agreement are at the table.
- Take-it-or-leave-it negotiation strategy. To defuse this tactic, try ignoring it and focus on the content of the offer instead, then provide a counteroffer that meets both parties’ needs.
- Inviting unreciprocated offers. When you make an offer, the other party may ask you to make a concession before making a counteroffer. Do not change your approach; instead, indicate that you are waiting for a counteroffer.
- Threats and warnings. Want to know how to deal with threats? The first step is recognizing threats and oblique warnings as tactics. Ignoring and naming a threat can be two effective strategies for defusing them.
- Trying to make you flinch. Sometimes, you may find that the other party keeps making greater demands, waiting for you to reach your breaking point and concede. Clarify that you will only engage in a reciprocal exchange of offers.
- Bluffing and lying. Exaggerating and misrepresenting facts can throw you off guard. Be skeptical about claims that seem too good to be accurate and investigate them closely.
- Belittling your alternatives. The other party might make you cave in by belittling your alternative offer. Don’t let this rattle you!
- Good cop, bad cop. When negotiating, you may find one person is reasonable and the other is tough. Realize they are working together, which is part of the overall strategy.