Organisational transformation Singapore

4 ways to neutralize aggressive hardball tactics

AHEAD OF THE CURVE: How to deal with hardball tactics how to deal

Negotiators who find themselves with a party who uses hardball tactics will do good by being able to first identify the tactic fast and understanding how it works. In Getting to Yes: Negotiating agreement without giving in, Fisher, Ury and Patton identify four main responses to dealing with hardball tactics. They are ignoring them, discussing them, responding in kind and co-opting the other party. Use each discerningly.