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Deal Power Tactics and Strategies – What to Watch For

By : Ziad K Abdelnour| 6 August 2018
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Deal Power Tactics and Strategies

There are so many gains that can be achieved with hard-bargaining strategies in negotiation. There are some who believe that they are the gate to success, so they even resort to unethical behavior, extreme demands, and threats.

The negotiators that use hard-bargaining tactics are entering the negotiation process as a win-lose situation. Indeed, specific business negotiations that concern only one issue can be viewed as distributive negotiations. However, many talks include more than one item (integrative negotiations,) and they give the potential for a winning outcome for both parties.

Unfortunately, in integrative negotiations, parties can resort to hard-bargaining strategies to negotiate, thus missing the chance for mutual benefit. The demands and threats, as part of one party’s negotiation ways, can lead to distrust and impasse.

Hard Bargaining Negotiation Tactics

Do you want to stop your negotiation from leaning towards hard-bargaining negotiation tactics?

First, you need to commit not to engage in them yourself because there are better ways to enter a partnership, explore differences, build trust, and meet your goals. But you need to be prepared for the hard-bargaining tactics that the other party may turn to, and to know how to identify them.

  • Take it or leave it. In case you get a take-it-or-leave-it offer, the best way to defuse it is to ignore it. Instead, focus on the content of the proposal and make your counter-offer. Offers are almost always negotiable.
  • Waiting to reach your breaking point. Sometimes, your opponents will try to make you flinch by making greater and greater demands. They will wait for you to concede to their demands by waiting for you to reach your breaking point, so you should explain that you’ll engage in a reciprocal exchange of offers.
  • Extreme demands and slow concessions. Perhaps one of the most common bargaining tactics that protect negotiators from making quick concessions. It can make parties unnecessarily drag out negotiations by keeping them from making a deal. Keep your goals in mind at all times and don’t be rattled by your aggressive opponent.
  • Warnings and threats. The first step to dealing with threats is to recognize them when they’re used as hard bargaining tactics. Defuse them by naming them and ignoring them.
  • Lying, puffing, and bluffing. Another thing that can throw you off guard is the misrepresentation and exaggeration of facts. If a claim seems too good to be true, be skeptical about it and investigate it yourself.
  • Personal insults. If you feel yourself getting flustered due to personal attacks by your opponent, take a break. Let them know that you won’t fall for those cheap ploys and insults. They can make you feel vulnerable and feed on your insecurities.
  • Commitment tactics. “I’m sorry, but our hands are tied because we have only limited discretion to negotiate with you.” It may or may not be true, so try to find out if their commitment tactics are sincere. It may be better to negotiate with people with high authority to do business with you.

In integrative negotiations, parties may resort to hard-bargaining tactics. When doing this, they risk on missing out on many benefits that come from making a win-win agreement.

With our expertise in creating business partnerships, as well as trading, investing, and advising, Blackhawk Partners can help you identify hard-bargaining tactics and prevent you from falling into their traps. Our clients rely on us because of our ability to formulate the best solutions and mitigate business risk.

What would you do if you weren’t afraid?