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    "Hardball" Tactics in Negotiation

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    Q1. What are "hardball" tactics? How do you deal with them? Give an example of one you have observed.

    Q2. What are the criteria used for evaluating possible solutions? Give an example of how you observed the criteria properly used or how it was not used.

    Q3. Compare and contrast the three active-engagement strategies. Give an example of one that you have observed and the outcome that resulted.

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    Solution Preview

    1. Hardball tactics are the negotiation tools used to force others to submit by using ploys. One of the best is to be willing to walk away, or at least act as though you will. This type of tactic leaves the other side with a decision about how important the negotiation is. Sometimes this is known as bogey, or false leading. The tactic makes unimportant issues seem more important than they are, as in the willingness to walk away. The best way to deal with this is to ask why the other side is willing to walk away or change the discussion. When the other side finds something important or unimportant enough to walk away from it, then the negotiator must ask himself/herself if there is a reason or is it just a ploy.

    A manager in a factory I worked in was asked to oversee a special project. This was the third or fourth one in a year. He said he would do it for additional wages and benefits. In the department, he was the expert in electronics for this particular item and the ...

    Solution Summary

    Hardball tactics are defined. The criteria used for evaluating possible solutions are determined.