Fall 2018 | Volume 15
10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
The best hard-bargaining tactics can catch you off guard
By PON Staff
 
“Some negotiators seem to believe that hard-bargaining tactics are the key to success. They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation.
 
In fact, negotiators who fall back on hard-bargaining strategies in negotiation are typically betraying a lack of understanding about the gains that can be achieved in most business negotiations…”
 
Our 6 bargaining tips will help you make the most of your BATNA, or best alternative to a negotiated agreement.
By Katie Shonk
 
“The best bargaining tips taught by the experts should offer ways to enhance your bargaining power in negotiation. To do this, you must cultivate a strong BATNA, or best alternative to a negotiated agreement. The more appealing your best alternative is, the more comfortable you will feel asking for more in your current negotiation—secure in the knowledge that you have a good option waiting in the wings.
 
It’s hard to underestimate the importance of BATNA in negotiation—but BATNA development is more complex than just looking around for a good Plan B. Here are six bargaining tips and strategies for those seeking to improve their BATNA:…”
 

The Dispute Resolution world is saddened by the loss of one of its greatest pioneers. Harvard Professor, Frank Sander, recently passed away and a celebration of his life will take place October 20, 2018. His impact on my career, like so many others, is incredible. I invite you to visit a website created by his family, sharing wonderful stories and photos about this great man. 
 
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William Ury, graduate of both Yale and Harvard, is an American author, a Distinguished Senior Fellow at the Harvard Negotiation Project, anthropologist, and negotiation expert. In the video below, he offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations.

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