When you’re in a tough negotiation, people often try to play hardball. Here’s how to respond to three common tactics your counterparts might use:
- The Ultimatum. Ignore any ultimatum. Many are not dealbreakers — they’re just people trying to assert control. You can also try reframing it as a nonultimatum: “I can understand, given where we are today, this would be very difficult for you to do…”
- New Conditions. If people keep adding new conditions when you think a deal has been struck, explain that you will work to resolve legitimate concerns but you’re unwilling to negotiate other issues at this late stage. If adjustments are needed, ask what concessions they’re willing to make in exchange.
- Deferred Decision Making. Before getting too deep into deal terms, decide up front on the timeline for a decision, who the key decision makers are, and what might speed up or slow down the process.
Adapted from "How to See Through These 3 Hardball Negotiation Tactics," by Deepak Malhotra
