Sep

6

The negotiating tactics of a negotiator can be known from prior experience. A typical tactic is where the opening salvo is wild threats of nuclear options or ridiculous demands and threats with short time deadlines. Inexperienced negotiators get nervous, and sometimes it works when weak hands give up and collapse immediately. Once this style is known to be a bluff from bluffer, a harder line may be taken as the ridiculous demands soon collapse and a real negotiation begins.


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