August 25, 2015

BATNA: Examples of 10 Hard Bargaining Negotiating Skills and Negoti...

BATNA

By Keith Lutz on August 25, 2015

Negotiating skills for dealing with situations as they arise at the bargaining table are always in high demand. Strategies prepared before coming to the bargaining table are one way to anticipate events during negotiations, but expert negotiators know that the bargaining style of their counterpart will impact, positively or negatively, even the best laid plans. Don’t be caught unprepared by hard bargainers, warn Robert Mnookin, Scott Peppet, and Andrew Tulumello in their book Beyond Winning.

Here is their Top 10 list of hardball tactics in negotiation to watch out for:

1. Extreme demands 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.

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