Recognizing hard bargaining tactics

• Extreme claims followed by slow concessions
• Most common of hard bargaining tactics
• Tactical advantage including influencing opponent ssettlement valuation range
• Tactical disadvantage-brings about risk of no settlement
• Commitment Tactics
• One party persuades the other that there is no freedom of choice with respect to a particular issue
• Risks
• If both parties are locked in with no freedom on either side, there will not be a chance for a deal
• Perception of predetermined commitment damages relationships between parties

Take it or leave it offers

• One party threatens to end negotiation if offer is not accepted
• Boulwarism- nohaggling
• Exploding offer-take it today or it is gone
• Risk-if both sides play,no deal