The Dark Side of Negotiation
Are you prepared for the dirty tricks?

Deliberate deception

  • Phony facts

  • Ambiguous authority

  • Dubious intentions

Recognize
Defend!

Psychological Warfare

  • Stressful situation

  • Personal attacks

  • The good guy / bad guy routine

  • Threats

Stay or go for BATNA?

Positional Pressure Tactics

  • Refusal to negotiate

  • Extreme demands

  • Escalating demands

  • Hardhearted partner

Are you brave enough for more information?

You can read about it, you can talk about it. But to be prepared, you have to experience it first hand.