Hard-Bargaining Negotiation Tactics

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When negotiating, it’s usually necessary to compromise in order to reach an agreement. However, some negotiators employ tactics of hard bargaining in an attempt to pressure you to give in. These tactics are difficult to detect because they are often subtle in their appearance, such as a whisper. This tactic is particularly effective in high-stakes negotiations, in which the other party believes they must “win” in order to be able to continue their job.

The slippery slope strategy involves feeding difficulty or bad news into the negotiation in small slices that gradually increase the intensity of the negotiations until it is unworkable. This tactic could be a sign the other party feels under pressure and wants to create a sense of urgency to make it easier to close the agreement.

This tactic employs psychological tricks to make the person feel uneasy and unprepared. For instance, they may introduce a topic that is not in your agenda and suggest that you’re not knowledgeable about it. This can also include presenting an unverified document to justify their claim.

This tactic is especially efficient if you’re exhausted or stressed by jet lag, travel, or stress. By making you feel exhausted, they may encourage you to compromise on other aspects of the deal. This is a very common method used in legal negotiations with high stakes, where the other parties are under extreme pressure by their superiors to make the best possible deal. If you suspect another party of employing this tactic, make sure to negotiate each issue separately from the previous point.