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.