How to See Through These 3 Hardball Negotiation Tactics
Harvard Business Review-7 hours ago by Deepak Malhotra
In my new book Negotiating the Impossible, I offer numerous principles and tactics for negotiating effectively when things get ugly — especially when you don’t have sufficient “money or muscle” to use as leverage. This could be a deadlocked deal, an escalating conflict, or any situation where there is mistrust, antagonism, or a seeming unwillingness to engage in good faith.
Many of the lessons are just as useful for knocking down the more common barriers people face in negotiation. Here are three common “hardball” tactics that the other side might use — and some advice on how to respond.
