U3 Hardball Tatics

Question 1

demands followed up by small, slow concessions

Answer 1

• don’t let a strong demand “anchor” your expectations
• be clear about your demand, alternatives, and deadlines

Question 2

commitment tatics

Answer 2

• do not believe the “my hands are tied” claims
• ensure their legitimacy

Question 3

take it or leave it

Answer 3

• offers are never nonnegotiable
• ignore the demand and focus on the content

Question 4

inviting unreciprocated offers

Answer 4

when making an offer, wait for a counteroffer before reducing your demands

Question 5

trying to make you flinch

Answer 5

your opponent may wait for your breaking point and do not fall for it

Question 6

personal insults

Answer 6

• if they feed on your insecurities and vulnerabilities, take a break so as to not get flustered
• name their tatics

Question 7

bluffing, puffing, lying

Answer 7

when they exaggerate and misrepresent facts, be polite and skeptical

Question 8

threats and warning

Answer 8

recognize them and it will help you stand up for youself

Question 9

belittling your alternatives

Answer 9

have a firm sense of your best alternatives and do not allow them to rattle you

Question 10

good cop, bad cop

Answer 10

realize they are working together and get your own bad cop if you need one